ACTivation Nation: Recent Episodes
Sandler Training
ACTivation Nation features business leaders from around the world... revealing the personal and professional behaviors and actions that delivered success, and the ideas and practices that help them continually improve sales and management in their companies.
In this episode, Mike Crandall sits down with Ryan Jacob, President of GRA Services, about succeeding on the road to senior leadership using Sandler's Success Triangle: Attitude, Behavior, and Technique. Ryan describes developing optimism, curiosity, and emotional discipline; practicing consistent follow-through and data-driven processes; and applying Sandler's techniques like Up-Front Contracts and Reversing—first as a sales student and contributor, then as a Leader.
As President, Ryan reframes these tools internally to sell change, align expectations, reduce defensiveness, and build trust, emphasizing that teams feel leadership's emotions and follow consistent actions. He highlights GRA Services' rapid growth supporting utility infrastructure with a pole-setting foam product, and credits the Sandler communities' shared language for accelerating execution and decision-making.
Core takeaways from this episode: Maintain an "Abundance Mindset" with emotional discipline. Model consistent behaviors to shape culture. And use clear Up-Front Contracts to eliminate confusion and resentment.
Chapter 1: Opening and Podcast Framework
00:00:02 – 00:00:39 Dave Matson introduces the "How to Succeed" podcast and its focus on the Success Triangle: attitudes, behaviors, and techniques. He sets the expectation to explore how top performers think and act to reach and maintain success.
Chapter 2: Meet the Host and Guest; Topic Setup
00:00:39 – 00:02:06 Host Mike Crandall introduces himself and his guest, Ryan Jacob, president of Gray Services. The episode's theme is succeeding on the road to senior leadership through BAT (Behavior, Attitude, Technique), framed by Ryan's long journey from sales student to company president.
Chapter 3: Ryan's Early Sales Roots and Mentorship
00:02:06 – 00:02:59 Ryan shares his background in professional selling and his connection with Mike through UCO's collegiate sales program. He explains how early mentorship and applying learned concepts at work led to tangible results and an enduring professional relationship.
Chapter 4: Attitude Foundations as a Sales Student
00:02:59 – 00:05:27 Ryan emphasizes embracing struggle, maintaining optimism, and staying calm and curious. He highlights asking strong questions, using disqualification when appropriate, and building momentum through repeated effort as core attitude differentiators.
Chapter 5: Behaviors that Create Opportunity
00:05:27 – 00:07:05 Consistency and follow-through become Ryan's standout behaviors, often winning opportunities others missed. He recounts showing up, honoring commitments, and leveraging initiative to access professional circles despite student constraints.
Chapter 6: Techniques that Accelerate Early Success
00:07:05 – 00:09:19 Key techniques include strong upfront contracts, reversing and negative reversing to deepen discovery, and sorting versus selling. Ryan stresses asking hard questions calmly and iterating relentlessly to internalize and scale effective methods.
Chapter 7: Attitude as a Top Individual Contributor
00:09:19 – 00:11:28 Curiosity lowers defensiveness and fosters honest conversations, contrasted with pushy selling stereotypes. He underscores the importance of "not needing the sale" to avoid "commission breath," particularly when pipeline is thin.
Chapter 8: High-Value Behaviors in Sales Execution
00:11:28 – 00:13:21 Ryan details embracing discomfort, intelligent prospecting, and a repeatable system mindset. He uses data-driven reflection to refine processes, evaluate outcomes, and adapt continuously to improve win rates.
Chapter 9: Techniques for Complex, Long Cycles
00:13:21 – 00:14:51 Professional sorting becomes critical in long enterprise cycles, building relationships far ahead of renewal or change windows. Strategic timing and positioning are essential to influence multi-year opportunities.
Chapter 10: Transition to Senior Leadership and Gray Services Overview
00:14:51 – 00:17:18 Ryan describes Gray Services' two-part foam solution for faster utility pole setting, enabling grid expansion amid rising electricity demand. He outlines the company's 1994 origins, rapid scaling, automation plans, and facility expansion.
Chapter 11: Leadership Attitude Under Pressure
00:17:18 – 00:18:59 Leadership amplifies BAT principles: actions over words, leading by example, and using action to drive emotion. Responsibility for livelihoods raises the stakes for mindset discipline and consistency.
Chapter 12: Selling Change Internally
00:18:59 – 00:21:12 Ryan discusses projecting steady, positive energy as teams feel leadership's emotions. He uses upfront contracts and curiosity to lower defensiveness, invite collaboration, and co-create change with long-tenured staff wary of disruption.
Chapter 13: Behavior Consistency Builds Trust
00:21:12 – 00:23:16 Doing what you say you'll do establishes credibility across the organization. Ryan highlights modeling small actions, like picking up trash, to signal standards and align culture amid rapid transformation.
Chapter 14: Leadership Techniques for Clarity and Accountability
00:23:16 – 00:25:58 Upfront contracts shift from sales to internal alignment, clarifying goals, timelines, and expectations to reduce confusion and resentment. Structure makes hard conversations fairer and more consistent, while reversing elicits candid input from those closest to the work.
Chapter 15: Community, Faith, and the Power of a Shared Language
00:25:58 – 00:31:08 Ryan shares how faith, patience, and unforeseen succession accelerated his leadership path. He leveraged the Sandler community for trusted expertise, enabling faster decisions and execution by "cutting through the fluff" with a common framework.
Chapter 16: Final Insights on BAT for Senior Leadership
00:31:08 – 00:37:08 Ryan's closing guidance: cultivate emotional discipline and an abundance mindset (attitude), recognize that culture mirrors leadership habits and consistency (behavior), and use clear upfront contracts to set expectations and reduce confusion (technique). He credits Sandler's systems, community, and common language for sustained growth.
Chapter 17: Close and Credits
00:37:08 – end Mike thanks Ryan and wraps the episode, reinforcing the theme of succeeding on the road to senior leadership. The podcast credits acknowledge Sandler Systems, LLC and direct listeners to local trainers or the website for more information.
Gregory Offner is an award-winning keynote speaker and author who focuses on helping organizations improve performance by redesigning the experience of work. Greg was a keynote speaker at the 2026 Sandler Summit, and he introduced the concept of the Encore Experience—a powerful shift in how we think about engagement, culture, and sustainable high performance.
In this conversation, we break down:
- The real driver of most employee performance problems —even when numbers look strong
- How true ownership (versus compliance) impacts long-term performance.
- Why incentives and pressure stop working over time
- Who your internal, and external, audience is; and why it matters.
- When disengagement starts, and the two questions that can stop it in its tracks.
- What leaders can do, right now, to create an "Encore Experience" for their audience.
If you're a business owner, entrepreneur, or sales leader looking to build a high-performing team that's energized, engaged, and sustainable, this episode will give you a new framework to lead by.
To learn more about Greg's work, or to inquire about bringing him in to speak at one of your events:
Website: https://www.gregoryoffner.com
Instagram: https://instagram.com/gregoryoffnerjr
LinkedIn: https://www.linkedin.com/in/gregoryoffnerjr
Chapter 1: Opening and Theme: The "Encore Experience"
00:00:02 – 00:02:22 Dave Matson frames the podcast's focus on the Success Triangle—attitude, behavior, and technique—then Jim Marshall introduces guest Greg Offner and the premise: performance problems are often experience problems. Greg is positioned as a keynote expert on engagement, ownership, and results, and Jim asks him to define the "encore experience."
Chapter 2: Defining the Encore Experience
00:02:22 – 00:03:42 Greg explains an encore experience as any interaction that leaves people eager to repeat it, like shouting "one more song" at a concert. He argues workplaces should intentionally create encore experiences daily for customers, colleagues, communities, and oneself.
Chapter 3: Engagement Crisis and Opportunity
00:03:42 – 00:05:12 Greg cites long-standing data showing roughly 70% of workers are disengaged, with a subset actively disengaged. He positions encore experiences as both a remedy for struggling cultures and a multiplier for organizations already doing well.
Chapter 4: Creation, Agency, and Meaning at Work
00:05:12 – 00:07:41 Using a story about his daughter and sidewalk chalk, Greg illustrates the innate human joy of being the cause. He argues work should be reframed from obligation to opportunity—especially in sales, where relationships and experiences can be intentionally designed for "encore" reactions.
Chapter 5: Turning Events into Culture
00:07:41 – 00:10:56 Greg outlines a simple, repeatable playbook: meet the audience where they are, add something uniquely yours (or invite their unique contribution), then reflect and refine. He emphasizes consistent application over one-off events and highlights post-call reviews as a natural reflection mechanism.
Chapter 6: Performance Is Interaction: Audience, Not Monologue
00:10:56 – 00:13:58 Greg reframes daily work as performance and every counterpart as an audience member, noting sales should be a dialogue. He introduces the three audience archetypes—keepers, leapers, and sleepers—explaining their motivations in both business and his dueling piano bar experience.
Chapter 7: Sleepers as Trapped Value
00:13:58 – 00:15:14 Sleepers arrived with expectations but disengaged when they felt the experience wouldn't deliver. Greg argues they represent the greatest hidden opportunity and that organizations should provoke strong opinions—positive or negative—rather than indifference.
Chapter 8: High Performers, Voice, and Retention Risk
00:15:14 – 00:19:31 Greg cautions that voicing improvement ideas is a sign of engagement, not insubordination. Ignoring such input drives talent away. He distinguishes leapers and keepers as likely high performers and warns that overreliance on money fails to address root motivations.
Chapter 9: Rock Stars vs. Rock Solids
00:19:31 – 00:21:18 Within keepers, Greg differentiates recognition-seeking rock stars from steady, lifestyle-focused rock solids. Pushing rock solids into rock star trajectories can trigger disengagement; leaders must align motivators to individual preferences.
Chapter 10: Recognition That's Relevant and Unique
00:21:18 – 00:26:58 Greg stresses making recognition meaningful and individualized rather than generic swag. He shares examples: lunches with the boss feeling special to staff, and a server's unique tactic to transform a family meal—illustrating how small, personal touches create loyalty.
Chapter 11: Where Encore Breaks Down in Sales
00:26:58 – 00:29:18 Under pressure, teams default to transactions over experiences. Greg argues that the path to the second sale begins at the first signature, and short-term quota focus erodes value. Designing the sales journey as an enjoyable experience sustains renewals and referrals.
Chapter 12: Small Acts, Big Impact
00:29:18 – 00:36:13 Greg urges leaders to spotlight everyday actions that become meaningful moments, sharing stories of a CEO personally covering an employee's life-saving prescription and a pet food company sending flowers and refunds when a customer's pet dies. Simple, empathetic policies create encore loyalty.
Chapter 13: A Simple Framework to Start Tomorrow
00:36:13 – 00:43:38 Greg advises cataloging everyday interactions and prioritizing low-lift, high-ROI moments internally and externally. He introduces the "request slip" concept from piano bars—ideas need skin in the game—and describes an internal "Shark Tank" process that turns suggestions into actionable requests with executive sponsorship.
Chapter 14: Stop Using Title as Trophy; Start Removing Obstacles
00:43:38 – 00:46:41 Leaders should stop treating titles as rewards and start using them to clear roadblocks. Greg shares his early missteps as a sales manager and emphasizes enabling employees, welcoming ideas from newcomers, and converting suggestions into co-owned requests.
Chapter 15: Results Through Experience, Not Just Accountability
00:46:41 – 00:50:34 Jim summarizes the challenge to traditional performance thinking. Greg clarifies he values results but insists sustainable success depends on how and why results are achieved—shifting from transactions to transformational experiences that drive long-term loyalty.
Chapter 16: Calibrating Ownership to Archetypes
00:50:34 – 00:51:54 Greg cautions against forcing ownership on rock solids who don't want it and reframes sleepers as undecided keepers or leapers. Leaders should help sleepers decide—either by enabling a leap or creating conditions to thrive in place.
Chapter 17: Resources and Close
00:51:54 – end Greg offers an archetype "playlist" resource summarizing keepers, leapers, and sleepers with practical do's and don'ts, and invites contact via his website and social media. The episode closes with acknowledgments and copyright information.
This episode of the How to Succeed Podcast features long-time Sandler Trainer, Sean Coyle interviewing retired U.S. Air Force Lt. Col. Joseph "Doc" Morgan about aligning Sandler's attitudes, behaviors, and techniques with the military's ends, ways, and means. Morgan emphasizes prioritizing will over skill, arguing that attitude and disciplined behaviors enable techniques to be learned through deliberate practice, "reps and sets", and realistic simulations. Joe shares a recruiting command case where a clear, emotionally resonant mission and targeted "bird-dog" prospecting transformed his Air Force Recruiting Squadron from near-bottom to top-ranked nationally.
The discussion stresses planning, readiness, and having resources prepped ("go bag" mindset), plus the importance of emotional commitment to goals, accountability partners, and consistent execution. Morgan closes with the "challenge coin" and a "wolf-pack" ethos to illustrate trust, shared standards, and long-term professional bonds that drive performance.
Chapter 1: Framing Success: Sandler's Triangle and Military Parallels
00:00:02 – 00:04:20 Sandler's Executive Chairman, David Mattson sets the stage with Sandler's success triangle—attitudes, behaviors, and techniques—before host Sean introduces Lt. Col. (Ret.) Joseph "Doc" Morgan. They tee up a discussion connecting Sandler's framework with the military's ends, ways, and means, hinting at friendly debate and practical crossover.
Chapter 2: Will vs. Skill: Hiring, Leading, and Learning
00:04:20 – 00:07:43 Joe equates attitudes/behaviors to will and techniques to skill, emphasizing that will is far harder to teach than skill. He shares leadership lessons from deployments and the private sector: consistent reps, realistic practice, and feedback-driven improvement are the true foundations of adaptability.
Chapter 3: Ends, Ways, Means: A Strategic Lens
00:07:43 – 00:11:34 They map Sandler to strategy: ends as objectives, ways as methods, and means as resources—including people. Joe stresses feasibility and alignment, mentoring others to balance ambition with effort, and spotting risk when high goals aren't matched by planned behaviors and resources.
Chapter 4: Mission Clarity Drives Performance
00:11:34 – 00:16:57 Joe recounts transforming a low-ranked Air Force recruiting squadron by setting a compelling end state: "be bird dogs," not farmers, and source the talent the nation needed. With a clear, higher-purpose mission and tailored incentives, the squadron rose to top rankings nationally.
Chapter 5: Ideal Profiles and Emotional Buy-In
00:16:57 – 00:20:29 Sean links mission clarity to sales by defining ideal client profiles and focusing effort where success likelihood is higher. Joe explains adapting targets by territory demographics, aligning incentives, and reinforcing that emotional connection to purpose sustains consistent, high-value prospecting.
Chapter 6: Reps and Sets: Practice Like It's Real
00:20:29 – 00:23:59 Drawing on weapons school and special operations, Joe explains that realism and repetition build reflexes and excellence. The same principle applies to sales and life: role-plays, simulations, and deliberate practice—done often and with rigor—raise performance under pressure.
Chapter 7: Preparedness: Plan, Stage Resources, Execute
00:23:59 – 00:28:27 They distill readiness into practical habits: plan tomorrow today, stage a "go bag," and know top targets and call objectives. Joe reinforces that plans are thinking tools to prepare for deviations; commitment matters because meaningful objectives require sacrifice and risk.
Chapter 8: Commitment, Accountability, and Consistency
00:28:27 – 00:30:33 The conversation turns to conviction versus aspiration, noting how quickly resolutions fail without behavior change. Joe recommends accountability partners or "wingmen" to bolster consistency, while reminding that the deepest commitment must ultimately be to oneself.
Chapter 9: The Wolf Pack: Tradition, Trust, and Team
00:30:33 – 00:33:19 Sean triggers a challenge coin moment, and Joe explains the tradition as a symbol of mutual commitment and readiness. The squadron motto—strength of the pack and the wolf—underscores lasting professional bonds, instant trust, and collective performance.
Chapter 10: Close and Credits
00:33:19 – end Sean thanks Joe and the audience, noting how the coin forged new connections. The episode closes with credits and a pointer to Sandler services and resources.
Podcast Summary Unlock the secrets of AI and redefine your business strategy with insights from Seth Marrs, Sandler's Chief Strategy Officer. We promise you'll gain a clear understanding of how to wield AI's transformative power effectively without succumbing to the hype. Together, we'll navigate the tumultuous terrain of AI adoption, cutting through vendor-driven noise to focus on enhancing business efficiency. Learn how precision-targeted AI processes and smart technology investments can elevate your sales strategies while safeguarding data accuracy.
Step into the future of sales training as technology and data investment revolutionize traditional methods. We explore how companies that embrace advanced data structures and generative AI are setting a new standard in sales enablement and leadership. From boosting conversation intelligence to redefining KPIs, discover how these advancements allow sales leaders to coach with precision and free teams from the shackles of outdated forecasting. This episode promises a remarkable journey into the next era of sales excellence, where strategic foresight and data-driven decision-making take center stage.
Chapter 1: Introduction and Guest Setup
00:00:02 – 00:01:16 Dave Mattson introduces the How to Succeed podcast and frames the focus on attitudes, behaviors, and techniques. He welcomes guest Seth Marrs, Sandler's Chief Strategy Officer, and teases a discussion on where "the puck is going" in tech and AI for sales and leadership.
Chapter 2: The Innovative Revenue Leader Podcast Overview
00:01:16 – 00:02:11 Seth explains his podcast format: deep-dives on a single topic across multiple episodes, featuring varied expert perspectives and a research-driven synthesis. The goal is to provide practical tools and insights leaders can apply to grow revenue.
Chapter 3: Actionable Depth vs. High-Level Concepts
00:02:11 – 00:02:59 Dave highlights the gap between conceptual podcasts and actionable takeaways. Seth confirms they publish companion reports, citing one on five AI-driven capacity levers to ensure listeners leave with concrete steps.
Chapter 4: The AI Hype Cycle and Vendor-Driven Chaos
00:02:59 – 00:04:56 They discuss the rapid acceleration of technology and AI since 2020 and a vendor-fueled market pushing "AI" everywhere. Executive pressure to "do AI" leads to misaligned investments, often neglecting foundational needs like data hygiene.
Chapter 5: Why AI Initiatives Fail and What Works
00:04:56 – 00:06:08 Referencing studies with high AI failure rates, Seth argues success comes from mapping and improving specific processes with AI, not buying tools to fix problems. Proven change still follows process-first, tool-second discipline.
Chapter 6: Pressure, Waste, and Upcoming Market Correction
00:06:08 – 00:08:41 Dave notes external pressure to adopt AI creates fear of being left behind. Both anticipate a near-term shift toward smarter, ROI-focused adoption, driven by CFO scrutiny and repeatable success stories clarifying where AI truly adds value.
Chapter 7: Overlapping Tools and the "Can It Do It vs. Is It Good?" Test
00:08:41 – 00:10:24 They unpack redundancy in tech stacks (e.g., multiple tools that "write emails"). The real question is output quality and contextual relevance, echoing prior dynamics like using LinkedIn for accuracy and ZoomInfo for phone numbers.
Chapter 8: Education Gap and Overpromising Vendors
00:10:24 – 00:11:18 Most practitioners don't understand nuanced tool differences, exacerbated by vendors claiming universal AI capability. This fuels confusion and misaligned purchasing.
Chapter 9: Where the Puck Is Going: Data, Infrastructure, and Enablement
00:11:18 – 00:12:49 AI performance will only improve; organizations investing in data and infrastructure will compound gains. Seth predicts a transformation in enablement and training through conversation intelligence and role-play powered by GenAI.
Chapter 10: From Training Events to Continuous, Visible Reinforcement
00:12:49 – 00:14:24 Enablement evolves from one-off training to ongoing assessment across calls and emails, with clear visibility into who applies the methodology and the outcomes. Leaders gain unprecedented insight to reinforce and optimize.
Chapter 11: Science Over Art in Sales Performance
00:14:24 – 00:16:28 Dave likens the shift to medicine and pro sports: from art to data-driven science with MRIs and video review. Sales can now diagnose reality over self-reported optimism, though increased transparency may feel threatening to some.
Chapter 12: Tools Elevate but Don't Replace Excellence
00:16:28 – 00:19:30 Seth asserts technology equips practitioners but doesn't eliminate the performance spectrum. Blindly following AI produces average results; top performers synthesize AI with judgment, adapting to context shifts like those during COVID.
Chapter 13: Empowering High Performers and Institutionalizing Wins
00:19:30 – 00:21:28 AI can surface winning patterns from "rogue" top sellers and scale them across teams. Digital playbooks can capture best moments across individuals, but most organizations still fail to build and maintain them.
Chapter 14: Culture, Curiosity, and Leveling the Field
00:21:28 – 00:22:55 Resistance stems from human nature and legacy structures that reward tenure over curiosity. The new environment favors sellers committed to craft, learning, and experimentation, expanding their opportunities.
Chapter 15: Manager Adoption and the Coaching Opportunity
00:22:55 – 00:24:36 Historically, reps learned from call libraries more than managers used them. Pressure is mounting on managers to leverage these tools, shifting from generic call quotas to event-driven, targeted coaching triggers.
Chapter 16: Span of Control and Precision Coaching
00:24:36 – 00:25:59 AI-driven diagnostics will increase managers' span of control by automating detection of coachable moments. Time shifts from ride-alongs and full-call reviews to focused intervention on specific gaps tied to deal impact.
Chapter 17: Practical Playbook for Sales Leaders
00:25:59 – 00:27:39 Leaders should adopt tech for pinpoint coaching, grounded in recorded calls and captured emails. This enables loss mitigation via timely intervention, delivering more performance with less wasted managerial time.
Chapter 18: Rethinking CRO Metrics and Forecasting
00:27:39 – 00:29:47 For CROs and owners, the mandate is a new set of leading indicators sourced from conversation and engagement data. Forecasts should become byproducts of actual selling activity rather than self-reported, error-prone rollups.
Chapter 19: From Guesswork to Evidence-Based Operations
00:29:47 – 00:32:20 Leaders gain the ability to make forward-looking decisions from real interactions, not hedged numbers. Reclaiming time spent on forecasting and discovering bespoke conversational indicators creates durable competitive advantages.
Chapter 20: Closing Guidance: Start Small, Solve One Problem
00:32:20 – end Seth advises choosing a single, well-defined problem, mapping it to a solvable action with a tool, and executing. Mastery and confidence build through iterative wins, avoiding the trap of broad, unfocused AI implementations. Dave closes by recapping takeaways and promoting Seth's podcast.
Podcast Summary This episode of the How To Succeed Podcast features watch entrepreneur Alan Tsao of the Tsao Baltimore Watch Company, tracing his journey from childhood fascination to launching a successful watch brand. After an initial manufacturing failure and losing early partners, Alan persisted, refined designs, leveraged mentorship, and achieved a breakout 2017 Kickstarter that far surpassed its goal via low-cost, gamified marketing.
Tsao built trust with global manufacturers through in-person visits, grew through proactive behaviors and strategic partnerships (National Bohemian, McCormick Old Bay Seasoning, the Baltimore Ravens, the Baltimore Orioles, and the University of Maryland Athletic Dept.), and is developing notable projects like a Francis Scott Key Memorial Bridge watch - using actual bridge steel - with profits donated to victims' families after the fatal bridge disaster in March, 2024.
Join us, as Alan emphasizes attitude, learning from failure, community-building, and advises aspiring entrepreneurs to take action and, "Just Do It".
Chapter 1: Introduction to the How to Succeed Podcast
00:00:02 – 00:00:40 Dave Mattson frames the show's focus on the "success triangle" of attitudes, behaviors, and techniques. He sets expectations for peeling back how top performers think and act.
Chapter 2: Meet the Guest and Topic
00:00:40 – 00:01:15 Host Chris McDonell welcomes guest Alan Tsao of Tsao Baltimore Watch Company and outlines the plan to explore Alan's entrepreneurial journey. Alan acknowledges the journey's challenges and rewards.
Chapter 3: From Childhood Fascination to Passion Project
00:01:15 – 00:03:35 Alan traces his love of watches to a gift at age ten and explains his obsession with mechanical movements. As his career advanced, he built a 35–40 watch collection before deciding, with a nudge from his wife, to start designing his own watches.
Chapter 4: Early Missteps and Losing Initial Partners
00:03:35 – 00:07:03 While working in property management, Alan looped in executives as early partners and sourced a manufacturer via a quick Google search. The first prototypes were low quality, scaring off his partners; he refunded them and bootstrapped forward, seeking advice from other microbrands to refine designs and supply chain.
Chapter 5: Attitude—Learning From Failure and Pushing Forward
00:07:03 – 00:11:23 Prompted by Sandler's "attitude" lens, Alan reframes failure as learning rather than stopping. He emphasizes determination, confidence, and never giving up, aligning with the concept of "failing forward" to refine processes.
Chapter 6: Breakthrough Kickstarter and Lean Marketing
00:11:23 – 00:14:58 After vastly improved prototypes, Alan launched a 2017 Kickstarter with a $45,000 goal, surpassing it in three hours and finishing at ~$115,000. He attributes traction to a $500–$800 gamified referral campaign that generated ~2,000 emails and ~25% conversion.
Chapter 7: Global Sourcing and Trust-Building
00:15:13 – 00:17:57 Between 2017 and 2022, Alan traveled to Hong Kong and Switzerland to meet manufacturers. In-person relationships built trust, improved terms, and elevated product quality, strengthening credibility and operational know-how.
Chapter 8: Going Full-Time, Investor Catalyst, and Hypergrowth
00:18:38 – 00:23:03 Weighing life choices post-Covid, Alan met an investor through a retail event who first commissioned 250 custom watches, then offered capital. After due diligence and valuation work, Alan accepted the deal, resigned, and the company grew 150–200% the following year.
Chapter 9: Behavior—Showing Up Leads to Opportunity
00:23:03 – 00:23:53 Chris highlights the behavioral discipline of attending events and hustling while employed. Proactive behaviors, not chance, drove encounter-based breakthroughs and subsequent growth.
Chapter 10: Strategic Partnerships—Natty Boh, Old Bay, Orioles, Ravens
00:23:53 – 00:27:47 Alan details collaborations beginning with National Bohemian via Instagram outreach and a fortuitous family contact leading to McCormick/Old Bay. Successive momentum earned projects with the Ravens and an official licensing partnership with the Orioles to cement local brand identity.
Chapter 11: The Key Bridge Watch—Local Manufacturing and Giving Back
00:27:47 – 00:30:33 Tsao Baltimore is producing a watch using actual steel from the collapsed Francis Scott Key Bridge, with 85% of components made in Maryland. All profits support victims' families, while the project advances local manufacturing R&D.
Chapter 12: Expanding into Education and Sports Memorabilia
00:30:21 – 00:34:27 As official timepiece of University of Maryland Athletics, Alan plans "class watch" programs for schools as an alternative to rings. He previews an Orioles initiative using player-worn jerseys as mystery watch dials with signed player cards, enabling community trading events.
Chapter 13: Proudest Moments—First Sale and Family Validation
00:34:27 – 00:36:48 Alan recalls the emotional impact of the first full-price online sale. A second defining moment came when his young son said, "I'm proud of you, daddy," affirming the deeper family purpose behind the business.
Chapter 14: Capabilities and Services at the New Workshop
00:36:48 – 00:37:24 The new facility houses certified watchmakers capable of servicing luxury brands, acting as a U.S. repair hub for jewelers and independent watch companies.
Chapter 15: Advice to Aspiring Entrepreneurs
00:37:24 – end Drawing on his teaching at the University of Baltimore, Alan urges aspiring founders to start, learn by doing, and iterate through trial and error. He stresses overcoming comfort zones, accepting risk, and avoiding regret by taking the first step.
Podcast Summary This episode of the How to Succeed Podcast features NFL Hall of Famer Rondé Barber discussing how preparation, consistency, adaptability, and humble leadership fueled his 16-year career, 215 consecutive starts, and post-football success in broadcasting and business.
Rondé emphasizes daily incremental improvement, rigorous study translating to business "film prep," evolving the nickel corner role through responsibility and versatility, and the impact of mentors and coaches like Tony Dungy on building calm, steady, plan-driven teams.
Join us as we learn key takeaways for sales and business leaders including, preparing deeply to create confidence, maintaining disciplined routines for consistency, and adapting to change to reinvent roles and achieve lasting results.
Chapter 1: Opening and Guest Introduction
00:00:02 – 00:01:59 Dave Mattson, Executive Chairman of Sandler introduces the How to Succeed podcast's success triangle—Attitude, Behavior, and Technique—and frames the episode's theme: translating elite athletic performance to business. Jim Marshall presents guest Rondé Barber, highlighting his NFL legacy, leadership roles, and focus on preparation, consistency, adaptability, and professionalism.
Chapter 2: Early Struggles and the Mindset Shift
00:01:59 – 00:05:41 Barber recounts a rocky NFL start, playing only one game his rookie season, and the doubt that fueled his drive. He connects lessons from redshirting in college and overcoming setbacks to a career-long mentality of outworking everyone and relentlessly improving.
Chapter 3: Availability, Durability, and Discipline
00:05:41 – 00:08:38 Discussing his 215 consecutive starts, Barber cites "availability" as a critical ability, playing through pain, smart recovery modalities, and some luck in avoiding major injuries. He underscores the discipline to maintain routines and the motivation to never let someone else take his job.
Chapter 4: Building Performance Routines and Incremental Gains
00:08:38 – 00:11:00 Barber outlines a philosophy that you are either getting better or worse each day. He describes daily incremental improvement—refining techniques, studying opponents, and analyzing himself—as a transferable approach for business professionals and even his daughters' pursuits.
Chapter 5: Preparation = Opportunity
00:11:00 – 00:13:49 Barber explains how preparation creates the appearance of effortlessness, framing success as preparation married to opportunity. He applies this to broadcasting and event leadership: anticipate scenarios, study past outcomes, plan for contingencies, and be ready to execute.
Chapter 6: Learning Broadcasting Through Reps and Mentorship
00:13:49 – 00:16:08 Transitioning to TV felt like being thrown into the deep end. Barber credits mentors like Dick Stockton, Chris Myers, and Kenny Albert for refining cadence and content. He emphasizes "time on task"—repetition, feedback, and reviewing successes and failures.
Chapter 7: Opponent-Specific Prep and Strategic Familiarity
00:16:08 – 00:18:21 Using the Eagles as a case study, Barber shows how repeated matchups build a "dossier" for faster, deeper preparation. He leveraged familiarity to stay a step ahead, turning knowledge of how opponents targeted him into an advantage and producing standout performances.
Chapter 8: Redefining the Nickel and Evolving the Tampa 2 Defense
00:18:21 – 00:22:19 Barber details how his agility and short-area quickness enabled expanding the nickel role from coverage to blitzing and run support, paralleling a linebacker at times. Collaborating with coaches, he helped evolve the Tampa 2 Defense into a widely emulated standard.
Chapter 9: Culture of Earned Leadership
00:22:19 – 00:25:03 Reflecting on a roster of leaders, Barber highlights Hardy Nickerson's example and the team ethos: lead by example first, then grow vocally with experience. Leadership is earned through time, consistency, and relentless attention to detail.
Chapter 10: Tony Dungy's Influence and Consistent Leadership
00:25:03 – 00:27:11 Barber praises Dungy's calm, consistent, and humane leadership, noting life lessons beyond football. Dungy's emphasis on community, family, and philanthropy shaped players' post-career success and instilled humble confidence.
Chapter 11: The Role of Coaching and Unified Execution
00:27:11 – 00:28:48 Coaches provide the plan and alignment. Barber stresses the importance of everyone executing the same call—even if imperfect—because unity drives results. Coaching is the vessel that moves teams collectively toward goals.
Chapter 12: Transitioning After Football
00:28:48 – 00:31:16 Barber credits his twin brother and peers like John Lynch for guiding his post-career path into broadcasting and business. He cautions that NFL careers are short, advocates planning for what's next, and notes his "Plan A or bust" focus until retirement opened new doors.
Chapter 13: Values: Humility, Resilience, and No Excuses
00:31:16 – 00:33:52 Personal values—authenticity, humility, and resilience—anchor Barber's approach. He honors his mother's example in overcoming adversity and reiterates a locker-room mantra: no excuses, no explanations, maintaining competence through challenges.
Chapter 14: Mentoring for Greatness
00:33:52 – 00:36:37 Barber illustrates the difference between good and great with a story about mentoring Aqib Talib. By pulling Talib into extra study and routines, he models the "extra mile" required for elite performance, just as veterans once did for him.
Chapter 15: Valspar Championship and Community Impact
00:36:37 – 00:39:29 Barber promotes the Valspar Championship's community footprint, volunteer network, and charitable giving surpassing $53 million over 50 years. He highlights strong sponsorship, player affinity for the venue, and the sales efforts of "Copperheads" that power the event.
Chapter 16: Key Takeaways and Closing
00:39:29 – 00:40:11 The episode closes with three actionable themes for business: preparation builds confidence, consistency separates performers, and adaptability enables reinvention. Barber adds that being uncommon—pursuing unique, sometimes unconventional paths—drives best-in-class results.
Podcast Summary Join us for an insightful exploration of the art of influencing people internally within organizations. In this episode, we are thrilled to welcome Sabine Gedeon, an esteemed executive advisor and speaker, as we dissect the concept of relational authority and its crucial role in building internal influence. Sabine emphasizes that mindset is 80% of success and highlights the significance of understanding your audience by stepping into their shoes. We uncover the challenges faced in internal negotiations, particularly in sales and HR, and the importance of aligning internal support to meet client needs. Discover how behaviors, attitudes, and techniques, encapsulated in the acronym BAT, are essential to enhancing influence and achieving success within an organization.
Listen in as we emphasize the importance of preparation and strategic relationship-building to effectively influence stakeholders. By identifying key individuals who may challenge or support a proposed change, you can tailor your approach to align with their priorities. We discuss the use of tools like DISC to understand team members' perspectives and the impact of consistent behavior in building credibility and trust over time. Learn how nurturing internal networks and maintaining a reputation for thoroughness can significantly enhance your ability to gain support for initiatives. This episode provides actionable insights for overcoming resistance and achieving success by mastering the art of internal influence.
(00:02) Influencing People Internally (10:22) Preparing to Influence Internally
(00:02) Influencing People Internally
This chapter explores the essential components of relational authority and the power to influence people internally within organizations. Joined by Sabine Gedeon, an executive advisor and speaker, we examine the critical role of mindset in successful influence. We discuss how understanding your audience and preparing for conversations by stepping into their shoes is vital for building influence. Sabine emphasizes that mindset constitutes 80% of success, and having the right attitude is crucial before any strategic execution. The conversation highlights the challenges people face in internal negotiations, especially in sales and HR, and the importance of aligning internal support to meet client needs. The focus is on behaviors, attitudes, and techniques, as embodied in the acronym BAT, and how these elements contribute to improving one's influence and success within an organization.
(10:22) Preparing to Influence Internally
This chapter explores the importance of preparation and strategic relationship-building in influencing stakeholders within an organization. I discuss the necessity of identifying key individuals who might challenge or support a proposed change, and how to align them with your goals. By understanding the perspectives of different team members, especially through tools like DISC, you can tailor your approach to address their priorities effectively. I also emphasize the significance of consistent behavior in building credibility and trust over time. By nurturing internal networks and maintaining a reputation for thoroughness, you can significantly enhance your ability to gain support for initiatives, making it clear that preparation is key to overcoming resistance and achieving success.
Podcast Summary Anthony Vincent Bova, the brilliant mind behind the Edgework Method, joins us to unearth the true meaning of authenticity in sales. With his vast experience as a communications coach, Anthony shares his insights on how being genuinely present with customers can transform skeptical buyers into trusting clients. Throughout our conversation, we emphasize how authenticity isn't just a buzzword but a fundamental shift in how salespeople can build enduring relationships with their clients by being comfortable in their own skin.
The episode also addresses the delicate balance between maintaining authenticity and meeting sales targets. Drawing intriguing parallels between acting and sales, we discuss how the pressure to perform often detracts from authentic client interactions. Anthony and I explore how self-imposed pressures and company expectations can lead to inauthentic behaviors, akin to an actor losing their emotional truth. The episode challenges salespeople to differentiate between "acting natural" and "being natural," proposing a focus on genuine relationship-building over performance metrics.
Managers and leaders play a pivotal role in nurturing authenticity within sales teams, and this episode highlights the importance of creating safe, supportive environments. By encouraging conversations about emotions and focusing on understanding client needs, leaders can guide their teams toward more genuine connections with clients. In a heartfelt discussion between Anthony and his friend, Jim, we reflect on the power of gratitude and learning as twin pillars of personal and professional growth. This episode captures the spirit of collaboration and continuous improvement, inviting listeners to further explore authenticity in sales on the Sandler How to Succeed podcast.
(00:02) Authenticity in Sales (13:35) Balancing Authenticity in Sales (25:41) Cultivating Authenticity in Sales Culture (39:43) Gratitude and Learning in Sales
(00:02) Authenticity in Sales
This chapter focuses on the concept of authenticity in sales, especially in a marketplace where buyers are increasingly skeptical. We explore how being genuine can foster trust and connect with customers on a human level while still achieving sales targets. I talk with Anthony Vincent Bova, founder of the Edgework Method, who shares insights from his experience as a communications coach. We discuss what it truly means to be authentic in sales beyond the buzzwords, emphasizing the importance of being present and connecting with customers. Anthony explains that authenticity is about being comfortable in one's own presence and that salespeople often struggle with it because they doubt that being themselves is enough. We also address how redirectional behaviors can mask insecurities, and we provide practical steps to maintain integrity in customer interactions.
(13:35) Balancing Authenticity in Sales
This chapter explores the challenge of maintaining authenticity in sales while under pressure to meet targets. By drawing a parallel between acting and sales, we highlight how the pressure to perform can shift focus away from genuine interactions with clients to simply meeting quotas. The discussion examines how self-imposed pressures and company expectations can lead to inauthentic behavior, similar to an actor losing their emotional truth under the demands of a film set. We also differentiate between "acting natural" and "being natural," illustrating how this distinction applies to both actors and salespeople. The conversation emphasizes the importance of focusing on authentic relationship-building rather than solely on performance metrics, using insights from acting to offer a fresh perspective on the sales process.
(25:41) Cultivating Authenticity in Sales Culture
This chapter focuses on the importance of authenticity in sales and the distinction between being self-conscious and selfless. We explore how selflessness—centered on understanding and addressing the client's needs—creates a genuine connection, allowing clients to feel heard. Authenticity, while potentially inherent, can also be cultivated through upbringing and intentional coaching. Managers and leaders play a crucial role in fostering authenticity by creating safe environments where team members can express themselves freely without fear of judgment. We emphasize the significance of emotional intelligence and the role of feelings in sales, encouraging managers to engage their teams in conversations about their emotions. By shifting focus from performance metrics to feelings, managers can help their teams grow into more authentic and effective salespeople.
(39:43) Gratitude and Learning in Sales
This chapter highlights a meaningful exchange between friends, Anthony and Jim, where gratitude and appreciation are at the forefront. We explore the importance of learning and personal growth through conversations, as Anthony expresses how each interaction with Jim offers new insights. We extend our heartfelt thanks to our listeners for their attention and participation, emphasizing the value of community and shared learning. This episode captures the spirit of collaboration and continuous improvement, and we look forward to future discussions that inspire and educate. Join us again for more insights on the Sandler How to Succeed podcast.
Podcast Summary Join us for an insightful conversation with Daniel Rosen from Renovo Financial as we explore the concept of the success triangle—attitudes, behaviors, and techniques—in scaling businesses. Daniel shares his remarkable journey, highlighting Renovo's impressive 10x expansion of its sales team and 40x business growth over the past six years. Discover the pivotal role of mindset and the "adult-adult" approach in building enduring relationships within the commoditized lending industry. Daniel emphasizes the significance of "slowing down to speed up," a principle that has shaped Renovo's success in cultivating genuine business partnerships and mutual growth.
We also discuss the importance of building long-term client relationships by prioritizing a local, client-centric approach in the real estate lending business. Learn how understanding clients' business journeys and challenges leads to stronger partnerships and a referral-based business model. Additionally, we explore effective hiring and onboarding strategies that have distinguished Renovo, especially during the challenges of COVID-19. By setting clear expectations and rigorous training, Renovo has cultivated a team of top producers who thrive in a supportive environment. Daniel's experiences and insights provide a comprehensive look at fostering genuine connections and a structured approach to success.
(00:02) Success Triangle (10:32) Building Long-Term Client Relationships (18:18) Effective Hiring and Onboarding Processes
(00:02) Success Triangle
This chapter features a conversation with Daniel Rosen from Renovo Financial, highlighting his journey and the impressive growth of his company. We explore the significance of the success triangle—attitudes, behaviors, and techniques—in scaling businesses, as evidenced by Renovo's remarkable 10x sales team expansion and 40x business growth over six years. Daniel emphasizes the importance of mindset, particularly the "adult-adult" approach in building lasting relationships in a commoditized lending industry. We reflect on a pivotal moment when Daniel first reached out for sales training, underscoring the value of slowing down to speed up, and how this principle has shaped Renovo's relationship-driven success. Through this lens, Daniel's insights reveal how fostering genuine business partnerships contributes to mutual growth and success.
(10:32) Building Long-Term Client Relationships
This chapter focuses on the importance of building genuine relationships in the real estate lending business by prioritizing a local, client-centric approach. We explore how understanding a client's overall business journey and challenges leads to stronger, long-term partnerships rather than just focusing on individual deals. Emphasizing the mantra "slow down to speed up," we highlight the benefits of investing time to understand clients' needs and making informed decisions on fit and alignment. By prioritizing relationship-building, we aim to transform sales strategies into a referral-based business model that drives sustained growth. Through personal experiences and insights, we underscore how this approach has led to significant increases in loan processing volumes, illustrating the power of a well-cultivated, client-focused sales process.
(18:18) Effective Hiring and Onboarding Processes
This chapter explores the innovative hiring and onboarding strategies that have set a company apart, particularly during the challenges of COVID-19 when operations expanded nationwide. By emphasizing the importance of having a clear process and identifying the right candidate profile, I highlight how this approach mirrors effective prospecting techniques. The conversation underscores the necessity of transparency in setting expectations, where the upfront communication of challenges and rigorous training requirements becomes crucial. This method not only avoids overselling the job but also prepares candidates for the demanding nature of the role. We also discuss the implementation of techniques like upfront contracts and role-playing, alongside regular accountability meetings, which ensure new hires are equipped and ready to succeed. The outcome of this meticulous process is a team of top producers who thrive under the company's supportive and structured environment.
Podcast Summary Former NFL wide receiver Bernard Berrien joins us for an enlightening conversation on cultivating a success mindset that transcends the boundaries of sports and business. Bernard shares his inspiring journey from playing college football at Fresno State to making it to the NFL, underscoring the power of confidence and resilience in overcoming challenges. Listeners will gain an understanding of how a positive attitude not only prepares individuals to excel but also elevates those around them. Bernard also opens up about his pre-game routine, highlighting the role of music and consistent habits in achieving a winning mindset.
We unpack the traits that athletes bring to the corporate world, discussing the parallels between sports and business. Discover how discipline, commitment, and competitiveness form a solid foundation for success in sales and leadership roles. Bernard emphasizes that behind-the-scenes effort and preparation are key, offering advice to young athletes on the importance of hard work and physical health. The conversation reveals how dedication in sports seamlessly translates to business success, proving that consistent effort and self-care outweigh raw talent.
Our exploration doesn't stop at the professional realm. Bernard shares his admiration for Michael Jordan, highlighting the basketball legend's impactful transition from sports to business. We also delve into Bernard's personal interests, such as drumming, dancing, and gardening, which offer him stress relief and personal growth. This episode captures the essence of surrounding oneself with smarter individuals and valuing time, providing entrepreneurs with insights to balance success and personal life. Tune in for Bernard's invaluable perspectives on achieving your goals, and connect with him on Instagram for ongoing inspiration.
(00:02) Success Mindset for Athletes and Entrepreneurs (10:09) Athlete Traits for Corporate Success (17:49) Personal and Professional Growth Strategies (22:35) Winning Mindset With Bernard Barian
(00:02) Success Mindset for Athletes and Entrepreneurs
This chapter features an engaging conversation with Bernard Berrien, a former NFL wide receiver and entrepreneur, as we explore the attitudes, behaviors, and techniques necessary to succeed both on and off the field. Bernard shares his journey from college football at Fresno State to playing in the NFL, emphasizing the critical role of mindset and attitude in achieving and maintaining success. With only a small percentage of college athletes making it to the professional level, Bernard highlights the importance of confidence and resilience in overcoming challenges. He describes how a positive attitude not only prepares individuals to win but also inspires those around them to perform at their best. Bernard also reveals his pre-game routine, including the significance of music and maintaining consistent habits to get into the right mindset. This conversation offers valuable insights into the parallels between athletic and business success, focusing on how the right mental approach can drive achievement.
(10:09) Athlete Traits for Corporate Success
This chapter explores the parallels between the corporate world and team sports, emphasizing the transferable traits of discipline, commitment, and competitiveness that make athletes successful in business. I highlight how the dedication and work ethic required in sports translate into a strong foundation for sales and leadership roles. We discuss the importance of what you do behind the scenes, such as practicing and preparing when no one is watching, to achieve success on game day, which in business translates to consistently following up with clients and sticking to a strategy. I underscore the importance of habits, discipline, and preparation over raw talent, suggesting that success is built on consistent effort and self-care. Additionally, advice is offered to young athletes aspiring to elevate their careers, emphasizing the significance of hard work and maintaining physical health as integral components of achieving one's goals.
(17:49) Personal and Professional Growth Strategies
This chapter explores the admiration for Michael Jordan, both as an athlete and a business figure, emphasizing his ability to say no and make smart decisions. I reflect on personal growth and resilience, drawing inspiration from Jordan's successful transition from sports to business. We uncover lesser-known facts about Bernard Barron, including his past as a drummer and drum major, and his love for dancing and gardening as stress relief. We discuss the importance of surrounding oneself with smarter individuals for personal and professional development, along with the value of reading and watching documentaries. Finally, we touch on the significance of time, sharing the perspective that while money can always be earned, time once lost is irreplaceable, a sentiment that resonates deeply with entrepreneurs striving for a balance between success and personal life.
(22:35) Winning Mindset With Bernard Barian
This chapter features an engaging conversation with Bernard Barian, who shares his insights on cultivating a winner's mindset. We explore Bernard's strategies for success and how his mental approach can inspire others to achieve their goals. The episode provides listeners with valuable perspectives on personal and professional growth, emphasizing the importance of maintaining a positive and determined outlook. I express my gratitude to Bernard for his contributions and encourage listeners to connect with him on Instagram for further inspiration. Thank you for tuning in, and I look forward to bringing more insightful discussions on the How to Succeed podcast.
Podcast Summary Carlos Garrido took a leap of faith in 2009, leaving behind the bustling world of finance in England to embrace the vibrant opportunities of Miami, Florida. His journey wasn't just about navigating new landscapes but also about mastering a language and culture that were foreign at first. Encouraged by his brother, Carlos transitioned into entrepreneurship, carrying with him the Sandler principles that had already begun to shape his perspective on personal and professional success. His story illuminates the profound impact of perseverance and connection, emphasizing how these tools helped him overcome the daunting challenges of starting anew.
The definition of success is ever-evolving, and today more than ever, it transcends mere financial gain. We explore how iconic figures like Jeff Bezos and Mark Zuckerberg reflect a modern ethos that prioritizes health and time freedom over ostentatious wealth. Carlos shares his enlightening experience with the 75 Hard program, a grueling yet transformative regimen that reshaped his approach to mental toughness and personal growth. This personal narrative highlights the shift from external validation to intrinsic self-worth, encouraging listeners to question deeply ingrained beliefs about success and identity.
The episode rounds out with a discussion on achieving a balanced life, where both health and business aspirations find harmony. Through holistic practices such as Stoicism, journaling, and meditation, Carlos has redefined his views on masculinity and success. The integration of new fitness techniques and dietary changes, shared with family members, serves as a testament to the power of personal transformation. Amidst life's inevitable setbacks, the commitment to ongoing development remains unwavering, painting a picture of a life where professional achievements and personal well-being coexist, driving toward a future of holistic success and fulfillment.
(00:02) Journey to Success Through Sandler Principles (16:43) The Mental Toughness of Success (21:06) Transformation Through Fitness and Business (37:08) Balancing Health and Business Success
(00:02) Journey to Success Through Sandler Principles
This chapter features a conversation with Carlos Garrido, a Sandler trainer from Miami, Florida, who shares his personal and professional journey. Originally from Manchester, England, Carlos discusses his multicultural background with a Greek mother and a Spanish father, and his initial career in finance and investment banking. He explains how he relocated to Miami in 2009 to lead business development and M&A activities in Latin America, a move that was prompted by the global emphasis on BRICS strategies. Despite not speaking Spanish initially, Carlos embraced the challenge and fell in love with Miami and the United States, eventually becoming an American citizen. He recounts how he transitioned from finance to starting his own business in Miami, with encouragement from his brother who was a Sandler client. The chapter highlights the importance of perseverance and connection in overcoming the initial challenges of entrepreneurship.
(16:43) The Mental Toughness of Success
This chapter explores the evolving notion of what signifies success and wealth, contrasting the 1980s' flashy displays with today's emphasis on physical health and time freedom. We examine how modern entrepreneurs prioritize fitness, highlighting billionaires like Jeff Bezos and Mark Zuckerberg as examples of this shift. The conversation then transitions into a personal narrative about discovering and undertaking the 75 Hard program, a regimen aimed at mental toughness that also results in improved health. Initially resistant, I recount how repeated encounters with the program's concept, through friends and YouTube videos featuring its creator Andy Frazella, led to a transformative mindset shift. This experience underscores the importance of discipline, time management, and mental resilience in achieving personal growth.
(21:06) Transformation Through Fitness and Business
This chapter examines the journey of committing to a demanding 75-day program that requires daily dedication and challenges one's personal beliefs and identity. We explore how embarking on this journey required reevaluating what success means, questioning ingrained beliefs about roles as a man, father, and husband, and prioritizing personal health over economic achievements. Through self-reflection, the importance of self-concept in achieving success, especially in business and sales, is highlighted, emphasizing that one's self-worth is not solely tied to financial accomplishments. The transformative process includes overcoming cynicism and shifting the focus from external validation to an intrinsic sense of self-worth and personal value. This narrative illustrates the profound impact of challenging and reshaping one's identity and beliefs on personal growth and fulfillment.
(37:08) Balancing Health and Business Success
This chapter explores the journey of personal and professional growth, focusing on the transformation in mindset and lifestyle. We discuss the importance of integrating holistic practices like journaling, meditation, and philosophical exploration, particularly with Stoicism, to reshape perspectives on success and masculinity. Emphasizing the value of physical health, the narrative highlights adopting new fitness techniques and dietary habits, supported by resources like Men's Health and YouTube tutorials. We reflect on the continuous ambition for business growth, noting the significant progress made and future aspirations. The journey is one of balancing professional achievements with personal health and family life, sharing the challenges and rewards of weight loss and strength training, particularly in partnership with family members. Despite setbacks, the commitment to ongoing development remains steadfast, aiming for holistic success and well-being.
Podcast Summary Jennifer Cobb, the trailblazing NASCAR driver and entrepreneur, takes the wheel in our latest episode to share her extraordinary journey through the fast lanes of racing and business. Join us as Jennifer recounts her impressive achievements, like her standout sixth-place finish at Daytona, and navigates the challenges of a male-dominated sport without the cushion of major financial sponsorships. She opens up about the pivotal role her family, particularly her late mother, had in her career, and how she managed to balance racing with life's practicalities, such as securing health insurance and buying a home. Now, Jennifer channels her unstoppable drive into a new role at Fastener Supply Company, where her story continues to inspire.
Listeners will discover the profound parallels between the relentless world of racing and the high-stakes field of sales. From overcoming initial fear and intimidation to developing an entrepreneurial mindset, Jennifer and I exchange personal stories about the transformative journey towards confidence and the establishment of equal business stature. We discuss the critical importance of understanding one's purpose and the essential support of a dedicated team, illustrating how these elements are key to thriving in both racing and business landscapes. The lessons learned on the racetrack translate seamlessly into the business world, offering invaluable insights for anyone striving to achieve their goals.
Our conversation goes beyond the track and the sales floor to delve into the art of authenticity and resilience. Jennifer shares her experiences as a college student balancing academics, cheerleading, and a part-time job, all while pursuing her passion for racing. We talk about the discipline required to maintain routines and handle multiple responsibilities, highlighting how these skills are vital for success in any field. Through stories of embracing failure, navigating setbacks, and the humor found in unexpected moments—like setting a microwave on fire during a sales demo—Jennifer's journey is a testament to perseverance and the power of embracing life's learning opportunities.
(00:03) Female NASCAR Pioneer's Longevity and Perseverance (09:18) Entrepreneurial Mindset for Success (16:45) Authenticity and Tenacity in Success (23:33) Entrepreneurial Mentoring and Female Racing (31:55) Learning From Failure in Sales
(00:03) Female NASCAR Pioneer's Longevity and Perseverance
This chapter features a conversation with Jennifer Cobb, a trailblazer in the NASCAR world as a part-time professional race car driver, team owner, and entrepreneur. We explore her impressive journey, highlighting her achievements as a female driver with notable records in the NASCAR Truck Series, including her sixth-place finish at Daytona, which was recently surpassed by Natalie Decker. Jennifer shares her experiences and challenges in a male-dominated sport, emphasizing her perseverance and longevity without the backing of significant financial sponsors. She also reflects on the support from her family, especially her late mother, and how she managed to balance racing with personal responsibilities like securing health insurance and purchasing a home. Jennifer now channels her determination into her role at Fastener Supply Company, resonating with others who have shown grit in their careers.
(09:18) Entrepreneurial Mindset for Success
This chapter explores the transformative journey from fear to confidence in the realm of sales, drawing parallels with the racing world. I share my initial trepidation with cold calling and the intimidating presence of gatekeepers, especially in the manufacturing sector, and how adopting a mindset of equal business stature became crucial. By shifting from a need-based approach to recognizing the value I bring, both in sales and racing sponsorships, I highlight the importance of confidence and team support. Additionally, I reflect on the significance of understanding one's 'why' in both racing and sales, emphasizing the passion and commitment to not only personal goals but also the responsibility towards a team. The chapter underscores the lessons learned from racing that translate into my business career, particularly the drive that comes from a clear purpose and the support of a dedicated team.
(16:45) Authenticity and Tenacity in Success
This chapter explores the journey of perseverance and determination, highlighting the experiences of a college student juggling academics, cheerleading, and a part-time job while pursuing a passion for race car driving. I share how my no-nonsense father instilled a strong work ethic, refusing to let me quit during challenging times. Reflecting on pivotal moments, such as entering Daytona for the first time, I discuss how these experiences shaped my mindset to never give up during tough times. The importance of consistent behavior and having a clear 'why' is emphasized, drawing parallels to the discipline required in sales. We explore how maintaining routines and balancing multiple responsibilities are crucial for success, and how these lessons apply to both racing and life.
(23:33) Entrepreneurial Mentoring and Female Racing
This chapter explores the journey of balancing spontaneity with productivity, highlighting how personal tricks can aid in achieving goals despite a lack of strict discipline. I share anecdotes from my entrepreneurial experiences, from starting with Avon at 18 to eventually selling fasteners in the racing industry. Emphasizing the importance of passion, consistency, and persistence, I recount humorous and challenging moments, such as accidentally setting a microwave on fire during a sales demo. Additionally, I touch on my approach to mentoring and public speaking, where I share my story to inspire others and offer guidance to those interested in sales or racing.
(31:55) Learning From Failure in Sales
This chapter explores the resilience and learning mindset required to overcome failures, both in high-speed racing and in sales. We discuss the importance of understanding why failures occur, emphasizing that analyzing and fixing issues is crucial for growth and success. By comparing experiences in racing and professional life, we highlight how setbacks provide valuable learning opportunities and can lead to improved performance and stronger outcomes. We also reflect on how acknowledging and taking responsibility for mistakes can foster trust and cooperation among peers. Finally, we touch on the qualities necessary for transitioning into new professions, especially in sales, and the significance of embracing failure as a natural and beneficial part of the journey.
Podcast Summary Eric Bailey, president of Bailey Strategic Innovation Group and bestselling author of "The Cure for Stupidity," joins us to unravel the complexities of human behavior through the lens of brain science. Inspired by a spontaneous New Year's resolution, Eric's journey from various industries to authoring a transformative book is nothing short of fascinating. He brings to light how our perception can mislead us and the illusion of certainty that our brains create, urging us to engage in self-reflection and adapt our communication for better understanding.
Explore the captivating concept of schadenfreude and its impact on both personal and professional life. We shed light on how this feeling of pleasure in others' misfortunes shows up in sports and workplace rivalries, and how it can affect team cohesion and organizational culture. The importance of acknowledging non-verbal cues, or emotional "leakage," is emphasized to ensure teamwork and cultural integrity aren't compromised. Eric and I delve into the role culture plays in achieving collective success, stressing that it's not just about top-down mandates but about the attitudes and behaviors of everyone involved.
Effective communication and leadership are the pillars of a successful workplace culture, and this episode dives deep into these essentials. From the pitfalls of uncommunicated expectations to the virtues of "radical curiosity," we highlight how leaders can transform their interactions from transactional to relational, fostering genuine connections with their teams. Emphasizing the importance of managing individuals and embracing generational shifts in communication, we advocate for environments where genuine emotional experiences are valued, ultimately enhancing leadership effectiveness and employee retention.
(00:01) The Cure for Stupidity (12:51) The Impact of Culture on Success (17:06) Building and Nurturing Workplace Culture (29:43) Effective Leadership Communication and Training (36:13) Mastering Curiosity and Communication in Leadership
(00:01) The Cure for Stupidity
This chapter features an engaging conversation with Eric Bailey, the president of Bailey Strategic Innovation Group and author of the bestselling book, "The Cure for Stupidity: Using Brain Science to Explain Irrational Behavior." We explore Eric's journey from various industries to becoming an author, sparked by a New Year's resolution during a family road trip. Eric shares insights from his book, which is grounded in brain science principles, covering topics such as our tendency to believe our perception of the world is reality and the illusion of certainty. These concepts highlight how our brains can lead us to mistakenly assume we are correct in our interactions with others. Eric emphasizes the importance of self-reflection and adapting our communication to improve understanding, as exemplified by host David's personal anecdotes about learning to distinguish between opinion and fact in his communication.
(12:51) The Impact of Culture on Success
This chapter explores the intriguing concept of schadenfreude, the pleasure derived from someone else's misfortune, and its implications in both personal and professional settings. We discuss how this phenomenon can manifest in sports rivalries and workplace dynamics, particularly in competitive situations like vying for promotions. The conversation highlights the importance of recognizing these feelings and shifting focus towards collective success, emphasizing the role of team cohesion and cultural alignment in organizations. We consider the challenges faced in team environments, such as sales, where internal dissonance can affect client perceptions and outcomes. The chapter also touches on the non-verbal cues, or "leakage," that reveal our true emotions, potentially undermining teamwork and organizational culture. Finally, I reflect on the pivotal role of culture in fostering successful collaborations and achieving shared goals within companies.
(17:06) Building and Nurturing Workplace Culture
This chapter focuses on the essence and influence of culture within organizations, emphasizing that culture is defined by the attitudes, beliefs, and behaviors of its people, not merely dictated from the top. I explore how nurturing desired cultural traits, like communication and accountability, requires active participation and feedback from everyone involved. Addressing generational perceptions, I highlight how every generation tends to label the next as self-absorbed, referencing historical views dating back to Aristotle. We also discuss the impact of technology on communication, particularly among younger generations, noting how reliance on digital expressions like emojis and abbreviations may lead to a diminished experience of genuine emotions. This shift could result in amplified emotional responses when real emotions are encountered.
(29:43) Effective Leadership Communication and Training
This chapter explores the critical importance of clear communication and setting expectations in leadership. We share a real-life example of a leader who struggled with an employee's tardiness due to vague instructions about start times. Highlighting the pitfalls of assuming common sense in workplace norms, we discuss how misunderstandings can arise from uncommunicated expectations, leading to potential conflicts. We emphasize the necessity for leaders to have uncomfortable conversations to ensure clarity and alignment within teams. Furthermore, we touch upon the shortcomings of performance reviews when expectations aren't clearly set and revisited. Lastly, we underline the need for proper training for leaders to equip them with the skills necessary to effectively manage and communicate with their teams.
(36:13) Mastering Curiosity and Communication in Leadership
This chapter explores the critical leadership skills necessary for success, focusing on the importance of teaching leaders how to communicate effectively, coach, lead, and handle difficult conversations. We emphasize the concept of "radical curiosity," which encourages leaders to adopt a mindset of learning from everyone they meet, regardless of their hierarchical position. By fostering curiosity and asking questions, leaders can create stronger connections with their teams and transform interactions from transactional to relational. The conversation highlights the significance of managing individuals rather than just teams and taking personal responsibility for employee retention. The chapter concludes with a call to catch ourselves when pretending to be know-it-alls, advocating for a shift toward learning and understanding to enhance leadership effectiveness.
Renowned speaker and author Krish Dhanam shares his compelling journey from a Zig Ziglar seminar to transforming his career in sales. Experience firsthand the enlightening stories and personal anecdotes that reveal how stepping out of comfort zones can shape the mindset of the top 3% who thrive in the effective zone. Krish’s insights into mindset shifts and embracing change illuminate the path to achieving sales success and overcoming any obstacles in your way.
Uncover the secrets to effective leadership and consistent success as we discuss the importance of consistent daily actions over sporadic efforts. Drawing inspiration from the Sandler sales approach and Zig Ziglar's teachings, we explore how establishing a structured plan and growth mindset within teams can lead to sustained achievements. Learn how to prioritize what you can influence and use motivation, consistency, and strategic planning to reach and surpass your goals.
Discover the power of product conviction and peak performance as Krish highlights the impact of belief and confidence in sales and leadership. With personal anecdotes and wisdom from mentors, we discuss how instilling conviction in your team about the transformative potential of your products can drive excellence and peak performance. This episode is packed with actionable strategies and insights that will challenge you to recognize that true success starts from within.
(00:03) Success Mindset and Overcoming Obstacles (14:17) Daily Behavioral Plan for Sales Success (26:12) Product Conviction and Peak Performance (31:49) Peak Performance and Sales Habits (43:33) Inner Conviction for Sales Success
(00:03) Success Mindset and Overcoming Obstacles
This chapter features an engaging conversation with Krish Dhanam, a seasoned speaker and author with a remarkable journey in the sales industry. We explore Krish's transformative experience attending a Zig Ziglar seminar, which marked a pivotal turning point in his career. Krish shares insights on the importance of stepping out of comfort zones, emphasizing the distinction between comfort zone thinkers and effective zone thinkers. He highlights the mindset of the 3% who operate in the effective zone, characterized by their proactive and innovative approach to challenges. We also discuss how individuals can identify where they stand and strategies to transition into becoming effective zone thinkers, focusing on mindset shifts and embracing change.
(14:17) Daily Behavioral Plan for Sales Success
This chapter focuses on the mindset required for effective leadership and consistent success. We explore how leaders can prioritize negotiable factors they can influence rather than getting bogged down by uncontrollable elements. The importance of consistent daily actions over sporadic efforts is emphasized, drawing on the Sandler sales approach and the insights of renowned motivational speaker Zig Ziglar. By implementing a structured, methodical plan and fostering a growth mindset within teams, leaders can achieve sustained success without relying on last-minute, frenzied activity. Additionally, we highlight the importance of establishing clear foundations, visions, and benchmarks to guide the growth process and ensure accountability. Through stories and personal experiences, the discussion underscores the power of motivation, consistency, and strategic planning in reaching and exceeding goals.
(26:12) Product Conviction and Peak Performance
This chapter explores the fluidity of the PEST model in management, emphasizing the importance of belief and conviction in leadership and sales. I discuss how having absolute confidence in a product or service can be as comforting as a doctor assuring a patient with experience and certainty. The conversation highlights how this conviction impacts clients and the significance of preparation and effort, regardless of past successes. Reflecting on personal experiences and teachings from mentors like Mr. Ziegler, I stress the importance of honoring one's profession and consistently striving for excellence. Furthermore, we examine the idea that the true essence of replicating success within a company lies in instilling conviction in the team about the transformative power of their products or services. By nurturing this belief, organizations can achieve peak performance and significantly enhance their impact.
(31:49) Peak Performance and Sales Habits
This chapter explores the nuances of sales management and personal productivity, emphasizing the importance of recognizing one's strengths and finding complementary partners in the workplace. We discuss the concept of being a creator who generates ideas and the necessity of having a trusted executor to bring those ideas to fruition. The conversation highlights the importance of viewing oneself as part of an assembly line where everyone's output serves as someone else's input, promoting efficiency and teamwork. We also reflect on the difference between individuals who work for a paycheck versus those driven by a mission to make a difference. A personal anecdote underscores the lasting impact of genuine passion and excellence, while Stanley Marcus's wisdom about sales is quoted to reinforce the value of client relationships. The chapter concludes with advice on maintaining peak performance through non-negotiable daily disciplines and the importance of being a time miser to eliminate frivolity and focus on meaningful interactions and tasks.
(43:33) Inner Conviction for Sales Success
This chapter challenges us to rethink our approach to success by focusing on the mindset and conviction we bring to our daily lives. Instead of searching for external tactics, Krish Dhanam encourages us to recognize that true success lies within us and is influenced by our thoughts and actions. It's a reminder that while tactical strategies are important, the foundation of success is built on our internal mindset and how we engage with our goals. As we reflect on this, the chapter leaves us with the powerful insight that success is as much about our internal perspective as it is about external actions. Until next time, keep this mindset in focus for good selling.
Nashville's own Benji Harris, a gifted songwriter and composer, joins us to unravel the profound influence of music on the corporate world. From his early days forming a band in middle school to sharing stages with country stars, Benji has skillfully woven his experiences into his work with Song Division—pioneering a unique approach to employee engagement and company culture through music. Prepare to be captivated by his journey and insights on using music to transform attitudes and behaviors within corporate environments.
Explore the power of musical team-building exercises where skepticism morphs into enthusiasm and teamwork. Benji sheds light on the science behind these experiences, from the release of dopamine and oxytocin, to the tangible shift in mood and collaboration among team members. He emphasizes the fun factor with engaging elements like costumes and props, which break down barriers and foster genuine connections. This approach not only reinforces core values but also creates a memorable shared experience that lingers long after the event.
Our conversation goes beyond music to reveal how Sandler training techniques can revolutionize communication, both in sales and personal interactions. We touch on the concept of "planned spontaneity," where preparation meets intuition for a seamless presentation style. Whether you're aiming to boost team cohesion or enhance your leadership skills, the insights shared in this episode offer a fresh perspective on nurturing a cohesive work environment. Tune in to discover how music and communication strategies can lead to meaningful professional and personal growth.
(00:02) Music in Corporate Culture (11:31) Musical Team Building Experiences (20:07) The Power of Musical Team Building (33:27) Effective Communication Techniques in Sales (46:03) Podcast Promotion and Copyright Protection
(00:02) Music in Corporate Culture
This chapter welcomes Nashville-based songwriter, composer, and educator Benji Harris, who shares his journey from discovering the emotional power of music as a child to becoming a professional musician. We explore Benji's path, from forming his first band in middle school to performing with country stars and eventually finding his place in Nashville. The conversation shifts to his involvement with Song Division, a company that brings music into the corporate world to enhance employee engagement and company culture. Benji explains how Song Division uses music as a universal language to foster connection, bonding, and retention among teams through unique musical experiences at corporate events. The discussion touches on the synergy between music and corporate culture, highlighting how music can influence attitudes and behaviors, aligning with concepts like Sandler's success triangle of behavior, attitude, and technique.
(11:31) Musical Team Building Experiences
This chapter explores the transformative power of music in team-building activities within corporate environments. I discuss how music can effectively convey core values by not only highlighting their importance but also illustrating the consequences of not adhering to them. By engaging participants in a unique song-writing exercise, where initial skepticism and discomfort give way to excitement and camaraderie, teams experience a tangible shift in behavior and mindset. This process leverages the science of music to foster dopamine and oxytocin release, enhancing mood and bonding among team members. By providing fun elements like costumes and props, we encourage participants to embrace the experience fully, resulting in improved collaboration and lasting connections.
(20:07) The Power of Musical Team Building
This chapter explores the transformative power of music in building team cohesion and enhancing leadership development. We discuss the often-overlooked element of trust within new teams, emphasizing its critical role alongside technical aspects like roles and responsibilities. The chapter highlights a unique program that uses music as a tool to foster trust and understanding among team members, allowing them to connect on a deeper level by sharing personal motivations and values. Through songwriting, teams create a shared experience that breaks down workplace barriers, encouraging open communication and strengthening company culture. We reflect on the reactions of executives who witness the unexpected yet powerful impact of this approach, affirming the importance of innovative strategies in nurturing a positive and cohesive work environment.
(33:27) Effective Communication Techniques in Sales
This chapter explores the transformative impact of Sandler training on both professional and personal interactions. I discuss how the Sandler method has revolutionized my sales approach by providing a structured way to guide conversations with potential clients, emphasizing the importance of asking the right questions and allowing the client to do most of the talking. This methodology extends beyond the sales environment, influencing personal relationships and interactions. We also examine the concept of "planned spontaneity," where preparation and practice allow for a confident, flexible presentation style that appears spontaneous to the audience. Sharing experiences from being on stage, I highlight how self-deprecation and audience engagement create a relaxed atmosphere, making presentations more relatable and enjoyable. Through these strategies, the chapter underscores the value of preparation, intuition, and adaptability in effectively connecting with an audience.
(46:03) Podcast Promotion and Copyright Protection
This chapter is an introduction to the How to Succeed podcast featuring Benji Harris. I invite you to stay tuned for our upcoming episodes, which will be available for download on your favorite podcast platforms. Our goal is to provide valuable insights and strategies to help you succeed in your endeavors. I look forward to sharing more content with you soon, and until then, I wish you good selling.
Podcast Summary Unlock the secrets of seamlessly integrating cutting-edge technology with traditional sales methods. Join us as we engage with Jeremy Thomson, a seasoned expert in the Sandler network, exploring the transformative impact of tools like AI and ChatGPT. We promise to guide you through the rapid evolution of CRM systems, illustrating how once-basic platforms have morphed into essential, AI-enhanced allies in the sales arena, crucial for staying ahead in a competitive market.
Our conversation sheds light on the delicate balance between technology and the human touch in sales. Jeremy shares invaluable insights on how to view technology as a supportive teammate, rather than a substitute for the vital relationship-building skills that define successful salespeople. We emphasize the importance of maintaining a growth mindset and customizing technology to fit unique organizational needs, allowing sales professionals to enhance efficiency and focus on their core strengths: connecting with clients.
Explore the crucial intersection of behavior and technique in adopting new technology with us. We discuss strategies to leverage tools like CRM systems and voice intelligence for maximum impact, highlighting the shift in accountability to the individual sales rep. From self-diagnosis to refining communication strategies through call recordings, Jeremy's expertise offers a roadmap to boosting sales effectiveness. By blending traditional Sandler methods with modern tech advancements, sales professionals can ensure continued success and relevance in an ever-evolving market.
(00:03) Technology in Sales and Success (08:03) Embracing Technology in Sales (15:30) Leveraging Technology for Sales Effectiveness (21:12) Leveraging Technology for Sales Efficiency (29:03) Staying Ahead With Technology in Sales
(00:03) Technology in Sales and Success
This chapter focuses on the rapid advancements in technology within the sales landscape, featuring insights from Jeremy Thomson, a seasoned expert in the Sandler network. We explore the transformative impact of tools like AI and ChatGPT, highlighting how quickly these innovations have been adopted and integrated into daily business practices. The discussion underscores the challenges of keeping up with fast-paced tech changes, where new features can become obsolete within months as competitors catch up. We reflect on the evolution of tools like CRM systems, which have transitioned from mere reporting mechanisms to powerful performance-enhancing platforms, largely due to AI integration. Additionally, the chapter touches on the acceleration of tech adoption due to the COVID-19 pandemic, using Zoom as a prime example of a tool that became indispensable overnight. The conversation suggests that AI is becoming so embedded in technology that soon it will simply be considered a standard component of tech solutions.
(08:03) Embracing Technology in Sales
This chapter explores the role of technology in enhancing sales efficiency while maintaining the human element in the sales process. We discuss the importance of viewing technology as a tool or teammate rather than a replacement for human interaction, emphasizing that technology should support and not replace the critical relationship-building aspect of sales. We highlight the potential pitfalls of over-reliance on technology, such as hiding behind it or using it as a crutch, which can lead to issues like sending inaccurate information. Emphasizing a growth mindset, we urge embracing new technological advancements and making the best use of the tools available, even if they aren't our first choice. The chapter also underscores the importance of customizing technology to fit organizational needs, which is crucial for successful adoption and integration into business processes.
(15:30) Leveraging Technology for Sales Effectiveness
This chapter explores the crucial intersection of behavior and technique when adopting new technology, especially in sales. We emphasize the importance of understanding and utilizing tools like CRM systems and voice intelligence to their full potential to drive change and efficiency. A month of regular use typically suffices to get comfortable with new tech, but ongoing engagement and self-reflection are essential. For instance, using call recording technology not only aids in note-taking but also enhances self-assessment by allowing sales reps to review and refine their communication strategies. The discussion underscores the shift in accountability to the individual sales rep, who can now self-diagnose performance without relying solely on managerial feedback. This self-improvement process is highlighted as a critical component of leveraging technology to boost sales effectiveness and personal development.
(21:12) Leveraging Technology for Sales Efficiency
This chapter explores the integration of technology into sales processes and emphasizes its role as a supportive teammate rather than just an administrative tool. We discuss the importance of foundational elements like CRM systems, which, while not glamorous, are essential for data management and driving success. We highlight how technology can enhance prospecting, though its utility depends on the business model. The real value of tech is realized during the sales process by identifying strengths and gaps, enabling salespeople to optimize their performance without needing more leads. We stress the significance of automation in freeing up time for meaningful sales activities. Key takeaways include mapping out the sales process to find tech solutions that aid at different stages, understanding that less can be more with tech integration, and choosing tools that can grow with your needs.
(29:03) Staying Ahead With Technology in Sales
This chapter focuses on the importance of embracing technology to enhance the buyer's experience and the necessity for professionals to stay competitive in the ever-evolving tech landscape. We explore how buyers are becoming increasingly tech-savvy and the implications for those who lag in adopting new tools. Jeremy, a seasoned trainer in the Sandler world, shares insights on integrating technology with traditional Sandler methods to excel in sales. By incorporating these tech advancements, professionals can elevate their strategies and maintain relevance in a competitive market. This episode offers valuable lessons on blending technology with sales expertise to ensure success.
What if aligning personal passions with professional goals could revolutionize performance in your organization? This episode offers a roadmap to uncovering how "Desired Based Leadership" can transform your team's motivation and productivity. We welcome Phil Putnam, author and thought leader, as he shares insights drawn from his formative experiences with communication and relationship-building. Discover the untapped potential of integrating personal aspirations into workplace culture, and learn strategies to create a harmonious environment where both employees and companies thrive.
Our discussion navigates through the often-overlooked gap between company-imposed objectives and individual motivation, shedding light on generational shifts in leadership perspectives. We explore the challenges of motivating teams, especially within remote work settings, where maintaining engagement is crucial. Phil emphasizes the importance of understanding what employees truly value, shifting away from outdated management styles to foster genuine satisfaction and productivity. The conversation touches on practical approaches to overcoming organizational resistance to change, particularly in leadership and sales environments.
We also tackle the financial aspects of employee retention, presenting compelling arguments for investing in genuine leadership development over the costly cycle of replacing talent. Highlighting the essential mindset and behaviors for effective leadership, we delve into the significance of aligning roles with personal aspirations. Phil shares innovative approaches to incorporating differing perspectives in decision-making, turning potential resistance into a wellspring of creative solutions. This episode is a must-listen for anyone looking to enhance leadership practices and sustain motivation within their organization.
(00:00) Driving Top Performance Through Desired Leadership (05:46) Motivating Performance Through Personal Goals (11:15) Overcoming Leadership Resistance (18:22) Employee Replacement Cost and Leadership Development (31:18) Leadership Mindsets and Behaviors for Success (44:17) Discovering Employee Motivations for Success (55:23) Future Podcast Announcement
(00:00) Driving Top Performance Through Desired Leadership
This chapter features a conversation with Phil Putnam, author of "Desired Based Leadership," where we explore his unique approach to driving top performance by aligning personal desires with workplace goals. Phil shares his early experiences learning about communication and relationship-building from his mother, which influenced his leadership style. He emphasizes the importance of understanding and prioritizing the personal aspirations of team members to foster motivation and performance. Rather than focusing solely on the company’s success, Phil argues that leaders should support employees in achieving their personal life goals through their work. This approach not only enhances motivation but also reduces friction, creating a win-win scenario for both the employee and the organization. We also touch on why this method is not more widely adopted, despite its evident benefits.
(05:46) Motivating Performance Through Personal Goals
This chapter explores the disconnect between company-imposed goals and personal motivation, emphasizing the importance of aligning personal aspirations with professional objectives to drive employee engagement. We discuss how many organizations fail to make this connection, often due to generational differences in leadership, where older generations value loyalty to a company over individual desires. This misalignment can hinder employee motivation, especially in a remote work environment where interactions are more transactional. By highlighting the need for a shift in perspective, we address how understanding and incorporating personal goals into company culture can enhance productivity and satisfaction. Additionally, we touch on how remote work might influence this dynamic by potentially reducing the human element in daily interactions.
(11:15) Overcoming Leadership Resistance
This chapter explores the challenges and resistance faced by organizations when attempting to implement change, particularly in leadership and sales environments. We examine the complex dynamics between senior leadership and their responsibilities, acknowledging the pressures they face while emphasizing the need for servant leadership. We also discuss the problematic cycle of leadership hazing and how it perpetuates ineffective practices. Furthermore, we address the financial misconceptions about prioritizing employee satisfaction and the importance of patience and trust in managing human resources. The conversation highlights the unique difficulties of sales leadership, such as time constraints and the reliance on short-term results, and considers the role of revenue enablement in supporting sustainable success.
(18:22) Employee Replacement Cost and Leadership Development
This chapter explores the financial implications of employee attrition and retention strategies. We break down the staggering costs of replacing individual contributors, highlighting that replacing a $150,000 employee can cost up to $225,000. In contrast, providing a 10% raise to retain high performers costs significantly less, making it a financially sound strategy. We also address the common practice of promoting top-performing salespeople into leadership roles without considering their interest or aptitude for management. This has become an entrenched habit, influenced by a historical lack of focus on developing genuine leadership skills and the pressures of sales leadership roles. Finally, we discuss the tendency of sales leaders to revert to their comfort zones, focusing on processes and strategies when under pressure, rather than investing in their people as key business assets.
(31:18) Leadership Mindsets and Behaviors for Success
This chapter explores the essential components of success, emphasizing the importance of mindset, behavior, and technique. We examine how a leader's understanding of their team's motivations can drive performance, stressing that individuals are often more motivated by personal goals than company success. The conversation highlights a significant gap in hiring practices, noting that companies often fail to assess whether a role aligns with a candidate's personal aspirations. This oversight can lead to suboptimal performance. Additionally, we discuss the parallels between sales techniques and effective hiring, suggesting that sales leaders, with their skills in discovery and value-based selling, are well-equipped to enhance hiring processes by focusing on the candidate's goals and motivations.
(44:17) Discovering Employee Motivations for Success
This chapter explores the dynamics of embracing differing perspectives in a business environment to foster innovation and improvement. We begin with an anecdote about the value of integrating a 'mismatcher' into decision-making processes, highlighting how leveraging opposing viewpoints can enhance the quality of new ideas and initiatives. This approach transforms potential resistance into a valuable asset. Additionally, we discuss the critical importance of distinguishing between obstruction and constructive disruption, ensuring that differing opinions serve to improve rather than hinder progress. We also emphasize the necessity of understanding employees' personal goals and aligning them with organizational objectives to unlock their highest performance. This involves discovering what employees truly desire and assessing whether the company can meet those needs, thereby creating a mutually beneficial relationship. The chapter concludes with insights into maintaining ongoing alignment with employees' evolving goals to sustain their engagement and motivation over time.
(55:23) Future Podcast Announcement
This chapter encourages listeners to check out our upcoming podcast on various streaming platforms and concludes with a positive note of "good selling." It highlights that the How to Succeed podcast is a property of Sandler Systems LLC and emphasizes the legal protection of the content under U.S. copyright laws. For those interested in learning more about Sandler services, we recommend consulting with a local Sandler trainer or visiting our website for additional information.
Join us as sales leadership veteran Michael Norton shares his deep expertise on the frontlines of sales management. With decades of experience, Michael offers a unique perspective on the complex role of frontline sales managers, who are the unsung heroes behind every successful sales team. Discover how these leaders navigate the competing demands of upper management, peers, and other departments, all while juggling the multifaceted challenges of being a player-coach. Learn about the critical importance of time management and the seemingly Herculean tasks these managers face each day.
In our engaging discussion with Michael, we explore actionable sales leadership strategies that empower teams to take ownership of their territories. Michael passionately argues that treating their areas like their own businesses can massively boost productivity and efficiency. We dive into the essence of leading by example, maintaining alignment with company values, and fostering a culture of excellence. Through personal stories and reflections, Michael illustrates the significance of embodying the qualities we wish to see in our teams, highlighting the importance of prioritizing tasks and preserving a proactive mindset.
Finally, we unpack the essential mindsets and techniques that define effective sales leadership. It's about valuing people over numbers and understanding the diverse motivations that drive a multi-generational team. Michael emphasizes the power of honesty, transparency, and consistency in building trust and cohesion within a team. Reflecting on Zig Ziglar’s timeless wisdom, we underscore the value of planning and organization as key components of success. Michael advocates for continuous learning, reminding us that sales leadership is a skill that can be developed over time, leading to not only meeting targets but achieving lasting success.
(00:00) Frontline Sales Managers (08:00) Sales Leadership Best Practices and Behaviors (16:36) Sales Leadership Techniques for Success (22:29) Effective Sales Leadership Mindset and Techniques
(00:00) Frontline Sales Managers
This chapter explores the critical role of frontline sales leaders as the linchpin to a sales team's success. I engage with Michael Norton, an expert with decades of experience in sales leadership, to uncover the multifaceted responsibilities of sales managers. We discuss how sales managers not only manage their teams but also navigate the demands from upper management, peers, and other departments like marketing and HR. The conversation highlights the challenges of juggling various roles, such as being a player-coach, which often proves to be a losing proposition due to the complexities it introduces. We also emphasize the importance of time management amidst constant demands, showcasing the Herculean task that sales managers face daily. Overall, this chapter provides insights into the indispensable role of sales managers and the myriad challenges they encounter.
(08:00) Sales Leadership Best Practices and Behaviors
This chapter focuses on effective sales leadership and management strategies, emphasizing the importance of empowering sales teams to treat their territories like their own businesses. We explore how prioritizing tasks and avoiding procrastination can significantly enhance productivity and efficiency. Highlighting the role of a sales leader, we discuss the importance of leading by example in responsiveness and work ethic, ensuring alignment with the company’s mission, vision, and values. We also touch on the multifaceted role of sales leaders, who must balance growing the business, supporting their team with the necessary tools and skills, and fostering a winning attitude. Through personal anecdotes and reflections, we underscore the critical nature of embodying the qualities we wish to see in our teams.
(16:36) Sales Leadership Techniques for Success
This chapter focuses on the essential behaviors and techniques that sales leaders should master to enhance team performance and achieve success. We explore the importance of prioritizing people over numbers, emphasizing the need for understanding the diverse motivations and learning styles of a multi-generational sales team. Key techniques highlighted include being straightforward and honest with the team, especially when delivering bad news, and maintaining consistency in communication and management practices. Additionally, we stress the significance of building trust through transparency and nurturing relationships, which can be pivotal in effectively leading a sales team. By concentrating on these fundamental aspects, sales leaders can not only meet their targets but also foster a more cohesive and motivated team.
(22:29) Effective Sales Leadership Mindset and Techniques
This chapter explores the critical aspects of effective sales leadership, emphasizing the importance of setting aside personal ego to prioritize team success. We discuss how the success of a sales manager is measured by the achievements of their team rather than individual accomplishments. Highlighting the legacy of Zig Ziglar, the significance of planning and organization in daily routines is stressed, advocating for the use of to-do lists and tackling the toughest tasks first. We examine the necessity of maintaining the right mindset, particularly in team selling environments, where equal business stature is crucial for credibility and influence. Emphasizing that sales leadership is a learned skill rather than an inherent trait, we underline the importance of continuous learning and adaptation to excel in this challenging role.
Unlock the secrets of the Karpman Drama Triangle and transform your approach to sales, management, and relationships! In our latest episode, expert guest Danny Wood joins us to unravel the complex roles of persecutor, rescuer, and victim that can disrupt personal and professional dynamics. Through lively examples from family settings to high-stakes sales environments, we shed light on how these roles manifest and challenge us to become more self-aware. By recognizing how these patterns play out, you’ll gain powerful insights into fostering healthier, more productive interactions in every area of your life.
We further explore the psychological underpinnings of these roles, focusing on transactional analysis and the significance of maintaining an "adult" perspective. Danny and I discuss strategies for breaking free from ingrained patterns that unconsciously influence our professional interactions, emphasizing the importance of setting aside ego to prevent defensive behaviors. Discover mindset shifts and techniques that can elevate good salespeople to extraordinary levels by sidestepping these psychological pitfalls. Tune in for practical, actionable guidance on mastering the psychological sales game and building a more harmonious team environment.
(00:00) Understanding Cartman's Triangle Concept (15:20) Mastering the Psychological Sales Game
(00:00) Understanding Cartman's Triangle Concept
This chapter introduces the concept of the Karpman Drama Triangle, exploring its implications in sales, management, and personal life. I am joined by Danny Wood, who explains the three roles within the triangle: persecutor, rescuer, and victim. We discuss how individuals can shift between these roles within a single interaction and the potential negative impacts on relationships. Through examples from family dynamics and sales management, we illustrate how people unconsciously engage in these roles, often without recognizing it as a game. The conversation highlights the importance of awareness to avoid falling into these destructive patterns and encourages reflection on personal and team dynamics to foster healthier interactions.
(15:20) Mastering the Psychological Sales Game
This chapter explores the dynamics of transactional analysis within team settings, focusing on the roles of persecutor, rescuer, and victim. We discuss how individuals often unconsciously engage in these roles, leading to dysfunctional interactions. By recognizing triggers and staying in the "adult" position, we can prevent ourselves from getting emotionally entangled in these games. We highlight the importance of leaving ego aside to avoid defensive behavior when faced with confrontation. The conversation also touches on how deeply ingrained patterns from our upbringing can influence professional interactions, often without our awareness. We stress the significance of understanding these dynamics, as they can transform good salespeople into exceptional ones. Techniques and mindset shifts are emphasized as key to navigating and avoiding these psychological traps.
Unlock the secrets to mastering time management and elevate your sales leadership game with insights from Dan Stalp, a seasoned performance consultant and trainer at Sandler. In our enlightening conversation, we challenge the myths of multitasking and highlight the art of distinguishing between cognitive and routine tasks to supercharge productivity. Our discussion promises to transform your chaotic workdays into structured, effective sessions through proactive planning and the strategic use of time blocks.
Discover the power of prioritization and focus, a hallmark of successful leaders who concentrate on three or fewer vital tasks each day. With Dan's guidance, we explore innovative strategies like color-coding tasks to emphasize income-generating activities. By embracing the DISC personality model, you'll gain a nuanced understanding of how different personality types influence time management and delegation skills, equipping you to navigate these challenges with ease.
Finally, we introduce the Sandler "cookbook" concept, a strategic tool for planning and organizing sales activities that promote consistent effort and predictable success. This approach not only balances managing existing accounts with pursuing new opportunities but also helps avoid procrastination. Whether you're facing the dilemma of a disrupted schedule or seeking to model effective time management for your team, our episode offers a comprehensive guide to mastering sales time management, ensuring you lead with efficiency and respect. Join us on the How to Succeed Podcast for a wealth of insights and practical tips to elevate your sales leadership journey.
(00:00) Improving Time Management for Sales Managers (08:39) Prioritizing Vital Functions for Sales Managers (15:23) Leadership Strategies for Time Management (23:49) Mastering Sales Time Management (33:59) Effective Sales Time Management Tips
(00:00) Improving Time Management for Sales Managers
This chapter focuses on the intricacies of time management for sales managers, with insights from Dan Stout, a world-class performance consultant and trainer at Sandler. We explore the common struggles with multitasking, debunking the myth that it is always beneficial. Dan emphasizes the importance of distinguishing between cognitive tasks that require focused attention and routine tasks that can be managed simultaneously. We also touch on the significance of proactive planning to avoid the pitfalls of reactive behavior, which often results in a chaotic day. By incorporating structured time blocks and avoiding learned helplessness among team members, sales leaders can enhance productivity and create a more respectful and effective work environment.
(08:39) Prioritizing Vital Functions for Sales Managers
This chapter explores the importance of focus and prioritization in leadership and productivity. We discuss how successful leaders manage their time by identifying three or fewer vital functions to concentrate on daily, rather than trying to accomplish everything at once. By categorizing tasks with color coding, such as green for income-generating activities, leaders can quickly assess their productivity and ensure they are spending the majority of their time on crucial tasks. We emphasize the difference between being intentional with priorities and simply reacting to daily demands, highlighting the tendency for some to focus on easy tasks instead of the essential ones. We also touch on the DISC personality model to understand how different personality types can influence time management and delegation skills.
(15:23) Leadership Strategies for Time Management
This chapter explores the intricate relationship between time management and personality types using the DISC model. With 19 years of coaching experience, I reflect on how different personality traits influence our time management challenges and strategies. For Dominants (D), the challenge lies in prioritization and delegation to prevent overloading themselves. Influencers (I) often struggle with saying no due to their people-pleasing nature. Steady personalities (S) procrastinate to maintain peace, while Conscientious types (C) are hindered by the need for perfection. I suggest practical tips, like encouraging Cs to start projects and perfect them along the way, much like a sailboat adjusting its course. Additionally, I address the role of leaders in modeling effective time management for their teams, emphasizing the importance of being a credible example for others to seek advice. If a leader is not perceived as efficient, team members may not be inclined to seek guidance, highlighting the necessity for leaders to continuously work on their time management skills.
(23:49) Mastering Sales Time Management
This chapter focuses on effective time management for sales leaders by introducing the Sandler concept known as the "cookbook." We explore the importance of differentiating between leading and lagging indicators, emphasizing that sales success is better achieved by controlling what you can, rather than solely relying on outcomes. The cookbook serves as a strategic tool for planning and organizing daily and weekly behaviors and activities necessary to meet ambitious sales goals, such as a $10 million quota. By reverse engineering necessary actions, such as face-to-face meetings and outbound calls, and focusing on consistent effort, sales leaders can create a predictable path to success. The discussion highlights how this structured approach not only guides salespeople in balancing time between growing existing accounts and seeking new opportunities but also helps them avoid the pitfalls of procrastination, akin to a runner's dilemma when bad weather disrupts their training schedule.
(33:59) Effective Sales Time Management Tips
This chapter focuses on enhancing sales leadership through effective time management strategies, as discussed with Dan Stalp. We explore how the mindset and approach to time management can significantly boost efficiency and effectiveness in daily operations. Key insights include the importance of structured daily routines and the prioritization of tasks to optimize productivity. Listeners are encouraged to revisit our earlier episode on Cookbook for further details and techniques related to this topic. Thank you for joining us on the How to Succeed Podcast, where we continue to equip you with the tools for successful selling.
Matt Detjen, author of "The Art of Powerful Sales Communication," joins us for an insightful conversation about revolutionizing sales strategies with effective communication. Matt shares his transformative experience from attending a pivotal sales course in 2007, which inspired him to write his book during the pandemic. In our discussion, he expands on techniques like reflective listening, which goes beyond traditional listening by actively engaging with clients and providing feedback to establish mutual understanding. This approach not only clarifies communication but also fosters deeper, more collaborative relationships with clients.
We further explore how building trust and empathy can make a significant difference in sales interactions. Through illustrative exercises and real-life examples, Matt explains how acknowledging and addressing issues openly can transform defensive responses into opportunities for building trust. We emphasize the importance of meaningful interactions, moving past superficial connections to establish real rapport. Techniques like Sandler’s "upfront contract" aid in setting clear agendas, ensuring expectations are met, and managing meeting times effectively.
Finally, Matt delves into the art of persuasive communication, where mindset and behavior play crucial roles alongside traditional persuasion skills. He introduces the success triangle concept: prioritizing trust and communication skills over product knowledge. With actionable advice on persuasive outlines and reflective techniques, Matt equips listeners with tools to enhance clarity and direction in sales meetings. His insights align with Sandler's philosophy, offering enriched perspectives for those eager to elevate their sales communication prowess.
(00:03) The Art of Powerful Sales Communication (10:42) Building Trust in Sales Communication (15:18) Building Trust Through Empathy and Rapport (29:37) Mastering Persuasive Sales Communication (37:30) Persuasive Outline and Reflecting Techniques (42:36) Elevating Sales Communication Skills
(00:03) The Art of Powerful Sales Communication
This chapter introduces Matt Detjen, an author and Sandler client, who discusses his book "The Art of Powerful Sales Communication." Matt shares his journey in sales, highlighting a pivotal course he took in 2007 that transformed his approach to sales communication. He explains how the book was born during the COVID-19 pandemic when he realized the need to make the powerful lessons from the course accessible to a wider audience. We explore the transition from focusing solely on product knowledge to emphasizing effective communication, especially in high-stakes roles like senior account management. One key concept Matt introduces is reflective listening, which goes beyond the traditional notion of listening by actively engaging with the speaker and providing feedback to ensure a mutual understanding. This approach not only clarifies communication but also encourages further dialogue, paving the way for a more collaborative relationship with clients.
(10:42) Building Trust in Sales Communication
This chapter explores the crucial role of reflection and trust in effective sales communication. I share an exercise used in classroom settings that highlights the tendency of individuals to default to defensive responses when faced with criticism, instead of reflecting and owning the issue. By acknowledging and addressing problems openly, we not only defuse potential negativity but also build trust with customers. We emphasize the importance of bringing issues to the table proactively, fostering a shared journey with customers where intentions and progress are transparently communicated. Trust becomes the cornerstone of this relationship, especially during the discovery phase of sales, which is pivotal in either nurturing or damaging the customer relationship. Through reflective practices and open dialogue, we lay the foundation for a trust-filled relationship, essential for successful sales outcomes.
(15:18) Building Trust Through Empathy and Rapport
This chapter explores the vital connection between empathy and trust in sales communication, drawing insights from Matt's book, "Reflect the Art of Powerful Sales Communication." We acknowledge the challenges sales professionals face in overcoming preconceived notions from past buyer-seller interactions. Empathy plays a crucial role, as recognizing that each client is an individual with unique experiences and concerns can strengthen trust. We address the pitfalls of superficial rapport-building, such as focusing excessively on trivial topics like a fish on the wall, and emphasize the importance of meaningful interaction. Real rapport is cultivated through clear communication, setting expectations, and establishing mutual understanding. We highlight techniques such as the "upfront contract" from Sandler to set agendas and manage meeting time effectively, fostering genuine connections and productive sales engagements.
(29:37) Mastering Persuasive Sales Communication
This chapter explores the critical components of successful sales communication by emphasizing the importance of mindset, behavior, and the art of persuasion. We discuss the concept of the success triangle, where building trust and communication skills take precedence over the product itself. We tackle the stigma associated with persuasion, arguing that effective persuasion is about ethically presenting facts to influence decision-making positively. Drawing parallels to a doctor's responsibility, we highlight the seller's role in addressing customer needs through learned communication skills. The chapter also introduces actionable behaviors, such as employing the high school speech model of telling, reinforcing, and recapping key points, which enhances clarity and direction in meetings, especially in corporate environments. This approach not only facilitates effective internal communication but also ensures alignment and purpose throughout any sales interaction.
(37:30) Persuasive Outline and Reflecting Techniques
This chapter focuses on enhancing persuasive communication by utilizing effective outlines and reflective listening techniques. We explore the importance of structuring conversations with strategic bookends, such as teasing the outcome and closing strong, to guide listeners through a persuasive journey. The conversation highlights the tactic of reflecting, emphasizing the need to sift through conversations to capture and reflect key insights back to the listener in our own words. We also discuss practicing reflective listening in low-risk environments like conversations with family and friends, particularly with children, to hone the skill. Additionally, there's an engaging comparison to personal relationships, where the urge to "fix" is contrasted with the need to simply listen. Finally, I share how to connect with me and access my resources for further exploration into these techniques.
(42:36) Elevating Sales Communication Skills
This chapter features a conversation with Matt Detjen, author of "Reflect," a book that emphasizes the art of powerful sales communication. We explore how building trust-based relationships is crucial for long-term success in sales, beyond just the product or company history. Matt's insights align with Sandler's philosophy, providing an enhanced perspective for those familiar with Sandler's training. For listeners eager to elevate their sales communication skills, "Reflect" offers valuable lessons that complement and extend the teachings from Sandler consultants and trainers. Don't miss the opportunity to enrich your sales approach by engaging with Matt's work.
Award-winning sales guru Alana Nicol joins us to shed light on the dynamic world of sales coaching. We dissect the multiple roles that sales leaders juggle—supervision, training, coaching, and mentoring—and why a balance among these is crucial. Alana shares her insights on how great leaders go beyond mere supervision to foster an environment ripe for growth and development. Learn how coaching serves as a pivotal tool for honing the skills of your team members, guiding them along their career paths while embedding them into the organizational culture.
Imagine your sales team as professional athletes; even the best need consistent practice to stay at the top of their game. This episode explores the importance of pre-call planning and practice, with Alana offering practical strategies to help overcome common challenges like time constraints. Transform your sales meetings with the power of role-playing in a supportive environment, boosting both confidence and performance. Our discussion brings to light how meticulous preparation can elevate the outcomes of your sales endeavors, regardless of how seasoned your team might be.
Leverage the transformative "more, better, different" model to uncover areas ripe for improvement in your sales strategy. Alana emphasizes the value of a growth mindset and the necessity of one-on-one coaching to drive personal and professional success. This episode serves as a toolkit for leaders striving to develop their teams, urging them to focus on genuine growth rather than getting sidetracked by administrative tasks. Whether you're an experienced sales manager or just starting out, you'll find valuable insights to enhance your leadership skills and propel your team to new heights.
(00:00) - Sales Coaching Strategies and Techniques (11:27) - Effective Sales Coaching Practices (15:38) - Enhancing Sales Leadership Through Coaching (00:00) Sales Coaching Strategies and Techniques This chapter focuses on the crucial role of sales coaching in enhancing the performance of sales teams. Alana Nicol, a David H Sandler award winner, shares insights into the various responsibilities of sales leaders and how they can effectively support their teams. We discuss the four essential hats that sales leaders must wear: supervisory, training, coaching, and mentoring. The supervisory role ensures salespeople engage in the right activities, while the training role involves imparting new skills and knowledge. Coaching is emphasized as a one-on-one activity to enhance existing skills, distinct from training. Lastly, mentoring is highlighted as a way to guide individuals through cultural norms and career pathing. This chapter highlights the balance required among these roles and how sales managers often spend too much time on supervision, overlooking the other important aspects of their leadership duties. (11:27) Effective Sales Coaching Practices This chapter explores the importance of pre-call planning and practice in sales leadership. We discuss how these elements are crucial for improving deal outcomes and developing sales teams, comparing it to how professional athletes consistently practice to maintain their skills. We emphasize that even experienced salespeople can benefit from structured preparation, challenging the common misconception that practice is unnecessary. We also highlight the significance of creating a safe environment for role-playing to boost confidence and performance. Finally, we address the obstacles leaders face, such as time constraints and lack of processes, and suggest simple yet effective strategies for consistent practice and coaching, enhancing both individual and team success. (15:38) Enhancing Sales Leadership Through Coaching This chapter focuses on the "more, better, different" model as a powerful coaching technique for sales managers. We explore how this model helps identify areas for improvement by asking what actions should be increased, improved, or changed, promoting a positive and balanced approach between tactical and strategic thinking. The discussion emphasizes the importance of a growth-oriented mindset, prioritizing one-on-one coaching, and creating a safe environment for salespeople to practice and improve without fear of judgment. We highlight the value of pre-call planning as a tool for sales leaders, even those with less experience, to effectively coach their teams and accelerate their own learning. The key takeaway is that great leaders focus on developing their people, driving success through growth and achieving both personal and professional goals, rather than getting bogged down in administrative tasks.
Unlock the secrets to mastering feedback with insights from Joni Hibdon, acclaimed author of "The Leader's Guide to Mastering Feedback." You'll gain a deeper understanding of how to navigate the complexities of feedback in leadership, especially in challenging sales environments. Our conversation with Joni unveils her transformative journey, sparked by a pivotal conversation with a colleague, which revealed the hidden dangers of overcommitting. We explore common leadership pitfalls, such as the tendency to focus on outputs over individuals, and discover how a balanced, empathetic feedback approach can empower teams and resolve conflicts. Joni's story highlights the profound impact of candid feedback and why it's an indispensable tool for any leader aiming to inspire growth and improvement.
Step into a world where feedback is not just about correction but a catalyst for mutual success and growth. Learn how curiosity and tone are key to creating a safe space for feedback, ensuring that it is received positively and constructively. We discuss the importance of timing, phrasing, and the SBI (Situation, Behavior, Impact) model, a practical framework for delivering impactful feedback. Celebrate the power of positive feedback in reinforcing the behaviors you want to see more of, and discover the high costs of neglecting this critical leadership skill. Joni shares her personal definition of success, reflecting on the joy of helping others thrive, and we close with strategies that will help you support and coach your team toward achieving their professional dreams.
(00:11) - Mastering Feedback for Sales Leaders (08:44) - Effective Feedback for Sales Leaders (14:39) - Effective Communication for Feedback Success (22:12) - Feedback Strategies for Success (00:11) Mastering Feedback for Sales Leaders This chapter focuses on the intricacies of giving feedback as a leader, featuring insights from Joni Hibdon of JDH Insights. Joni, author of "The Leader's Guide to Mastering Feedback," shares her journey into the realm of feedback, revealing how pivotal it has been in her professional life. We explore common challenges leaders face when providing feedback, such as the fear of emotional reactions from employees, and how to effectively coach around these obstacles. Joni recounts a personal story of transformative feedback she received, highlighting the importance of discernment in leadership roles. We also address the unique challenges sales leaders encounter, emphasizing the need for a balanced approach that considers both the performance and the personal dynamics of team members. Throughout, we examine strategies to improve feedback delivery, fostering growth and understanding within teams. (08:44) Effective Feedback for Sales Leaders This chapter focuses on effective feedback and coaching strategies for leaders to foster a supportive environment that encourages employee growth and success. We explore the importance of creating a mentally and emotionally safe space for employees to receive feedback, emphasizing the significance of the relationship between leaders and their teams. By setting clear expectations and fostering open communication, leaders can help employees process feedback constructively. We discuss the importance of engaging employees in reflective conversations about their performance and setting actionable goals for improvement. Additionally, we highlight the role of tonality and word choice in delivering feedback, underscoring the impact of different communication styles on the effectiveness of the coaching process. Ultimately, this chapter emphasizes the shared responsibility between leaders and employees in cultivating a productive and growth-oriented workplace culture. (14:39) Effective Communication for Feedback Success This chapter explores the importance of approaching feedback conversations with curiosity rather than judgment. By setting a tone of openness and inquiry, leaders can create a safe environment that encourages employees to engage and improve performance. We discuss how curiosity can help uncover the reasons behind employees' choices and how leaders can take responsibility for their role in team dynamics. The two-by-two feedback model is introduced, emphasizing mutual feedback between leaders and employees to foster better communication and relationships. Highlighting positive behaviors and achievements is also essential, as it reinforces desired actions and outcomes. We reflect on the inevitability of feedback, whether through sales outcomes or performance metrics, and stress the importance of fine-tuning the feedback process to better understand and address underlying issues. (22:12) Feedback Strategies for Success This chapter introduces the SBI model developed by the Center for Creative Leadership, emphasizing Situation, Behavior, and Impact, with some schools adding Explore or Expect. Joni Hibdon, an executive and emerging leaders coach, shares her definition of success, highlighting the fulfillment she derives from helping clients achieve personal growth. Joni reflects on past feedback, learning to balance her superhero persona with realistic expectations, and the value of receiving and growing from feedback as both a coach and performer. We explore parallels between performers and salespeople in handling feedback, emphasizing the importance of self-reflection and learning from experiences. Joni shares her favorite quote about intention, urging us to consciously shape our days. As we wrap up, Joni encourages regular feedback practice in everyday situations, stressing its transformative potential in building relationships and achieving results.
Unlock the secrets to thriving in sales with Dr. Ona Love-Brown, as we explore the profound idea of answering the call to be in sales. Whether you view sales as a calling, a mission, or a business necessity, Dr. Love-Brown provides invaluable insights on overcoming self-doubt and embracing the sales journey. Learn about the essential qualities that set successful sales professionals apart, such as an affinity for people and the constant need for personal evolution.
Discover how optimism and resilience play a crucial role in sales success. Dr. Love-Brown shares practical advice on cultivating a supportive mindset and seeing sales as a means to help others. We dive into creative problem-solving, genuine connections, and the importance of being an attentive listener. By adopting long-term, sustainable behaviors and maintaining personal well-being, you can consistently show up as your best self and provide real value to your clients.
Step into the world of leadership and individuality in sales with our compelling discussion on empowering your team and creating memorable client experiences. Learn from inspiring stories and personal reflections on the importance of bringing your unique personality into your professional endeavors. Dr. Love-Brown’s wisdom reminds us to act from a place of truth and power, striving for greatness while navigating external challenges. Tune in to be inspired, uplifted, and equipped with the tools to excel in your sales and leadership roles.
(00:11) Answering the Call to Sales (05:15) Cultivating Sales Success With Optimism (12:27) Empowering Leaders and Dazzling Techniques (19:12) Finding Success Through Individuality (26:35) Embracing Personal Power for Sales
(00:11) Answering the Call to Sales
This chapter explores the concept of answering the call to be in sales with Dr. Ona Love-Brown. We discuss the notion that sales can be a calling, a mission, or a necessity for business success. Dr. Love-Brown shares insights on overcoming internal doubts and embracing the journey of becoming a successful sales professional. We touch on the importance of having a natural affinity for people, the need to constantly evolve, and the significance of having the right attitude in sales. We also examine the different motivations people have for entering the sales field, from financial goals to the desire to help others, and how these motivations shape their approach and success in sales.
(05:15) Cultivating Sales Success With Optimism
This chapter focuses on the belief that sales is fundamentally about helping others and cultivating a supportive, optimistic mindset. We explore the importance of creative problem solving, the ability to connect genuinely with people, and the necessity of being a good listener. The discussion emphasizes that true sales success comes from resilience, persistence, and maintaining one's own well-being, akin to putting on your own oxygen mask first in an airplane emergency. We also touch on the significance of adopting behaviors that promote long-term success and sustainability, such as regularly overcoming obstacles and consistently showing up at your best, ultimately aiming to become top-tier sales professionals who provide real value.
(12:27) Empowering Leaders and Dazzling Techniques
This chapter explores the essence of true leadership, emphasizing the role of leaders in uplifting and encouraging their team members, particularly during challenging times. We highlight the distinction between leaders and managers, focusing on how true leaders foster a team-centric mindset and go the extra mile to support their colleagues. Additionally, we discuss the importance of dazzling clients and creating memorable experiences that set one apart in the sales industry. We share an inspiring example of a speaker who went above and beyond to impress potential clients, demonstrating how extraordinary efforts can yield significant rewards. Finally, I reflect on the personal journey of bringing personality and wholehearted effort into professional endeavors, offering advice on embracing individuality and style in the workplace.
(19:12) Finding Success Through Individuality
This chapter highlights the importance of instilling values of greatness and excellence from an early age, drawing from the personal experiences and teachings of family members. I reflect on the influences of my mother, father, and grandparents in shaping my work ethic and dedication to exceeding client expectations. We explore the significance of personal connection, attention to detail, and the impact of thoughtful gestures in professional relationships. Additionally, I discuss the value of self-awareness in developing interpersonal skills and the importance of finding one's unique voice, especially when working alongside prominent figures. I share insights into how helping others and creating engaging, high-energy environments contribute to a fulfilling and successful career, and recount a personal journey of overcoming self-comparison to embrace my own contributions and strengths.
(26:35) Embracing Personal Power for Sales
This chapter centers on the importance of acting from a place of truth and power, especially in sales and leadership roles. We explore how living by empowering quotes, like "Evil prevails when good men and women do nothing," can inspire individuals to make a significant impact in their fields. Dr. Ona Love Brown, known as the Message Midwife, shares her insights on coaching top executives and customizing corporate training to meet specific needs, emphasizing the importance of striving for greatness and making a positive difference. The chapter concludes with a reminder to shine your light and achieve exceptional results despite external challenges.
Can setting clear boundaries actually help you excel in your sales career? We had an enlightening conversation with Michele Delgado from Hartmetrics, who reveals how setting boundaries isn't just about saying "no" but is a pathway to professional success and personal well-being. Michele shares her own transformative journey within the sales industry, highlighting how establishing upfront contracts and maintaining clear communication can prevent burnout and ensure better service. We also tackle common fears like the dread of losing clients when not meeting immediate demands, and offer strategies to overcome imposter syndrome and build confidence.
Michele's insights continue as we discuss the irreplaceable role of human connections and empathy in the workplace. Learn how personal experiences, such as dealing with a family member's illness, can deepen your understanding and foster stronger relationships with colleagues. Michele emphasizes the power of curiosity and open-mindedness in creating a supportive and flexible work environment. Finally, we delve into the crucial role of leadership in enabling employees to set and respect their own boundaries, shifting the focus from short-term gains to long-term satisfaction and celebrating personal milestones to bolster confidence. Tune in for actionable advice on maintaining a healthy balance between professional and personal life.
(00:10) Setting Boundaries for Professional Success (07:30) Building Boundaries Through Human Connections (13:05) Empowering Boundaries for Professional Growth
(00:10) Setting Boundaries for Professional Success
Michele Delgado from Hartmetrics explores how to succeed at setting boundaries, particularly in sales. Michele shares her journey, emphasizing the importance of setting boundaries to avoid burnout, especially when starting out in sales. We discuss common misconceptions and fears that hold people back, such as the fear of losing clients if immediate demands aren't met. Michele highlights the significance of building strong relationships, clear communication, and setting upfront contracts with clients. We touch on overcoming imposter syndrome and maintaining confidence in what you’re selling. By establishing boundaries, you can provide better service and maintain a healthy work-life balance.
(07:30) Building Boundaries Through Human Connections
Michele highlights the importance of human connection and communication in professional settings. We explore how personal experiences, like dealing with a family member's illness, can unexpectedly foster empathy and understanding between colleagues. Sharing such experiences can transform professional relationships and set a foundation for better communication and boundary-setting. We discuss how staying curious about others' behaviors and circumstances can lead to more compassionate interactions. By asking neutral questions and remaining open to different scenarios, we can create a more supportive and flexible work environment, ensuring that both professional and personal needs are met effectively.
(13:05) Empowering Boundaries for Professional Growth
Michele focuses on the crucial role of leadership in creating a supportive environment for employees, especially salespeople, to set their own boundaries and make choices that benefit both them and their clients. We explore the importance of maintaining open communication, building strong relationships, and shifting the focus from short-term wins to long-term satisfaction. Emphasizing the value of presenting solutions rather than problems, we also discuss the challenges faced by individuals who feel like outcasts and the importance of celebrating personal milestones to build confidence. Finally, we touch upon the necessity of recognizing and managing negative self-talk to maintain a positive mindset and ensure healthy interactions.
Unlock the power of Account-Based Marketing (ABM) and revolutionize your business strategy with insights from Kerri Martinek, head of global brand and marketing at Sandler. Discover why targeting entire accounts instead of individual leads is crucial in the B2B world, particularly when dealing with comprehensive buying committees that can include up to 20 people. Learn how even small businesses can leverage tools like ZoomInfo and HubSpot to implement ABM effectively without breaking the bank. Kerri demystifies common misconceptions around ABM, proving that it's not just for large enterprises, and offers practical advice on creating target account lists and balancing personalized buyer experiences with a broader focus.
Ready to elevate your ABM game? This episode dives into advanced tactics to create impactful workflows and automation strategies using next-level tools like HubSpot Copilot. You'll hear about real-world success stories featuring high-touch campaigns and multi-channel approaches that drive impressive conversion rates and meet pipeline goals. Whether you're just starting or looking to refine your ABM efforts, the episode provides valuable encouragement and resources, including free materials on Sandler's website and an invite to the Sandler Summit in Orlando. Don't miss this opportunity to harness the full potential of ABM and transform your business outcomes.
(00:11) Account-Based Marketing Strategies for Small Businesses (12:41) Advanced ABM Tactics and Success (20:49) ABM Encouragement and Resources
(00:11) Account-Based Marketing Strategies for Small Businesses
This chapter explores how to effectively implement Account-Based Marketing (ABM) for businesses of any size. Kerri breaks down the fundamentals of ABM, emphasizing its importance in targeting entire accounts rather than individuals, particularly in a B2B context. We discuss the shift in focus from individual leads to comprehensive buying committees, which can range from 14 to 20 people, and the need for more strategic use of marketing budgets in a post-pandemic landscape. Keri addresses common misconceptions, such as ABM being exclusive to large enterprises, and highlights accessible tools like ZoomInfo and HubSpot for smaller businesses. We also touch on the paradox of needing to expand focus to an entire account while creating personalized buyer experiences. Finally, we explore the creation of target account lists, distinguishing between dream accounts and ideal client profiles based on current engagement and business needs.
(12:41) Advanced ABM Tactics and Success
Kerri talks about on creating effective workflows and automation strategies for Account-Based Marketing (ABM). We explore how tools like HubSpot and ZoomInfo can facilitate high-touch campaigns through emails, social media, landing pages, and forms. Emphasizing the importance of personalization, we discuss segmenting audiences by industry, role, and interests, and utilizing advanced CRM tools like HubSpot Copilot for deeper insights. We highlight the benefits of a multi-channel approach and the significance of tracking key metrics, such as conversion rates and pipeline goals. Lastly, we share real-world success stories and advice on starting small and gradually building confidence and traction in ABM strategies.
(20:49) ABM Encouragement and Resources
Kerri encourages listeners not to be intimidated by Account-Based Marketing (ABM) despite its seemingly complex and resource-intensive nature. It highlights that even small components of ABM can be tried without significant investment, and the worst-case scenario is that it doesn't work, allowing you to continue with other strategies. The discussion also emphasizes the availability of free resources on Sandler's website, including white papers, webinars, and summit recordings, to help you get started with ABM. Additionally, an invitation is extended to join the Sandler Summit event in Orlando on April 2nd and 3rd, 2025, for further learning and networking opportunities. The key takeaway is to give ABM a shot and utilize the available resources to support your efforts.
Unlock the secrets to transforming sales leadership with the power of gender equity in our eye-opening conversation with Wendy Walbridge from Spiral Up. Discover how embracing women in leadership roles can revolutionize relationships, productivity, and company performance. Learn about the cultural shift towards feminine values and the undeniable economic influence women hold today. Wendy breaks down compelling statistics and makes a strong case for why gender diversity is a win for everyone, not a zero-sum game.
Challenge the status quo in sales careers as we confront persistent stereotypes and biases. Tune in to understand why the most successful salespeople often rely on listening and emotional intelligence rather than pushy tactics. We dive into the sometimes heated issues of equal pay and hidden privileges, exploring how biases affect raises and opportunities. Get an insider's view of the evolving landscape of education and hiring practices, and why practical experience is becoming more valuable than ever. Adaptability and continuous learning emerge as crucial elements in navigating the modern job market.
Finally, embark on a journey of personal growth and resilience. Wendy shares her powerful story of overcoming chronic illness, offering lessons in autonomy, creativity, and self-compassion. We stress the importance of emotional literacy for men and women, encouraging everyone to find their voice and master negotiation skills. Reflect on what it means to redefine success and step outside your comfort zone. Plus, get the scoop on our latest podcast episodes and the upcoming "Spiral Up" coaching group, designed to help women elevate their personal and professional lives.
(00:11) Empowering Women in Sales Leadership (16:40) Challenging Bias in Sales Careers (24:14) Personal Growth and Overcoming Challenges
(00:11) Empowering Women in Sales Leadership
This chapter explores the importance of sharing power, especially in terms of gender equity in the workplace. Wendy Walbridge from Spiral Up discusses the benefits of having women in leadership roles and how it positively impacts relationships, productivity, and overall company performance. We examine the cultural shift towards more feminine values and the increasing economic power of women, citing significant statistics such as the high percentage of working women and their growing control over wealth. Additionally, we emphasize the need for a growth mindset and how the sales profession, traditionally male-dominated, can benefit from welcoming more women into its ranks. The chapter underscores the notion that sharing power and fostering gender diversity is not a zero-sum game but a pathway to better results and opportunities for all.
(16:40) Challenging Bias in Sales Careers
This chapter examines the nuanced nature of sales roles and the impact of stereotypes and biases in the industry. We explore how the best salespeople often defy the loud, pushy stereotypes, instead excelling through listening, emotional intelligence, and quiet influence. We address the issue of equal pay, highlighting that women ask for raises as often as men but receive them less frequently due to deeper biases. Privilege is also discussed, with examples illustrating how hidden advantages shape opportunities and perceptions. Additionally, we touch on the evolving landscape of education and hiring practices, advocating for a more inclusive approach that values practical experience and skills over formal degrees. The conversation concludes with a forward-looking perspective on the importance of adaptability and continuous learning in an ever-changing job market.
(24:14) Personal Growth and Overcoming Challenges
This chapter focuses on the significance of where we direct our attention and the impact it has on our energy and overall life. We explore the importance of emotional literacy, particularly for men, and how understanding a wide range of feelings can enhance emotional intelligence and relationship-building. The conversation also highlights the necessity of women finding their voice in challenging situations and mastering the art of negotiation. Emphasizing the importance of action, we discuss the value of facing fears and stepping outside comfort zones to live a fulfilling life. The guest shares personal insights, including overcoming a chronic illness, which provided valuable lessons in autonomy, creativity, and self-compassion. The chapter concludes with reflections on redefining success and the lessons learned from physical challenges.
Unlock the secrets to successfully raising prices for long-term clients with insights from Clint Babcock, a seasoned Sandler trainer from Tampa Bay. Overcome common sales hesitations and misconceptions, particularly the discomfort of discussing money and the fear of damaging client relationships. Clint provides indispensable advice on understanding and communicating the 'why' behind price increases, ensuring confidence in the value offered and tailoring approaches by industry specifics and adjustment scales.
Explore strategic considerations for moving upstream in the market and the acceptance of losing some clients in favor of higher-value ones. Learn the importance of having the right messenger, whether it’s a senior figure or a dedicated committee, to convey price changes effectively. Clint shares negotiation tactics, including offering alternatives like reduced services or extended contracts, and the concept of BATNA to handle client reactions. Integrate price discussions into routine reviews and leverage customer contributions to maintain strong relationships amid price adjustments. Tune in for practical strategies and expert advice to navigate the complex landscape of price increases seamlessly.
(00:10) How to Succeed at Raising Prices (10:54) Navigating Price Increases Successfully (24:53) Effective Price Increase Negotiation Strategies
(00:10) How to Succeed at Raising Prices
This chapter explores the challenges and strategies of raising prices for long-term clients. We address the initial hesitations and misconceptions salespeople might have, particularly around the discomfort of discussing money and the fear of damaging customer relationships. Clint Babcock emphasizes the importance of understanding and communicating the 'why' behind the price increase, ensuring that everyone involved believes in the value of their products and services. Additionally, we touch on how personal money concepts can affect one's confidence in justifying price changes, and highlight the necessity of adapting approaches based on the industry and the scale of price adjustments.
(10:54) Navigating Price Increases Successfully
This chapter explores the strategic benefits and considerations of raising prices for clients, especially when aiming to move upstream in the market. We discuss how losing some clients during this transition is often acceptable and even beneficial, as the new clients acquired at higher rates typically offer better returns. Emphasizing the importance of the right person delivering the price increase message, we highlight the potential need for a senior figure or a dedicated committee to handle tough conversations. We also touch on negotiation strategies, such as offering alternatives like reduced services or extended contracts to manage client expectations. Additionally, we introduce the concept of BATNA (Best Alternative to a Negotiated Agreement) to evaluate clients' potential reactions and the stickiness of services to retain them despite price hikes. Integrating price discussions into regular reviews is also suggested to ease the process.
(24:53) Effective Price Increase Negotiation Strategies
This chapter explores effective negotiation techniques and communication strategies when delivering difficult messages, such as price increases. We discuss the importance of style, using anchoring to frame price changes positively, and the value of offering options that provide perceived benefits, such as locking in rates for a longer term. Additionally, we cover the delicate balance of allowing negotiation room without compromising on pricing, and how leveraging customer contributions like testimonials or white papers can be beneficial. We also emphasize the necessity of addressing at-risk customers promptly to maintain relationships, ensuring follow-up from senior management to mitigate dissatisfaction.
This week, we explore the intricacies of onboarding an operator with insights from Mandi Ellefson, author of Hands Off CEO. Learn how to effectively transition responsibilities, set clear expectations, and empower your team for success. Mandi provides practical advice on creating a robust framework that supports both the operator and the overall business objectives.
Join us for a deep dive into the essential elements of successful onboarding. Mandi’s experience highlights the balance between delegation and leadership, emphasizing strategies to ensure a smooth integration of new operators into your business.
Don’t miss this episode filled with actionable insights for optimizing your onboarding process and achieving operational excellence!
Timestamps:
00:01:00 Replacing yourself to focus on growth
00:10:10 Defining and standardizing excellence
00:12:33 Common hiring mistakes
00:14:56 Timing and ROI of hiring an operator
00:19:27 Being intentional during transitions
00:21:42 Calculating ROI for hiring an operator
00:23:19 Finding and onboarding operators
00:25:37 Ideal traits in an operator
Key Highlights
- Effective onboarding involves more than just delegating tasks; it’s about setting a clear framework for success.
- Clear role definitions and expectations help operators perform efficiently and integrate smoothly into the team.
- Regular communication and feedback are crucial for aligning expectations and resolving issues promptly.
- Performance metrics should be used to evaluate and refine the onboarding process for continuous improvement.
- Addressing common onboarding challenges proactively can lead to better outcomes and a more cohesive team.
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In this episode, Madeline Miller focuses on engaging and coaching Gen Z employees as they move into leadership roles. Gen Z currently represents just under 20% of the workforce, but by 2030, millennials and Gen Z will make up two-thirds of the workforce. Madeline stresses the importance of early leadership development for Gen Z, to prevent the need to unlearn bad behaviors later. Gen Z faces unique challenges due to remote work and the digital landscape, which affect their communication skills. Madeline highlights the need for a balanced approach to resilience, not just focused on grit but also emotional processing, which is essential for strong leadership. She discusses how leaders can foster alignment between company goals and Gen Z’s mission-driven mindset by creating opportunities for professional development and engagement.
Tune in to learn practical strategies for empowering the next generation of leaders.
Timestamps:
00:01:18 Importance of teaching leadership skills early
00:02:28 Gen Z's communication and leadership skills
00:04:29 Mindset shift needed for engaging Gen Z
00:05:34 Resilience and emotional processing
00:07:06 Leader's obligation to engage employees
00:09:58 Alignment with personal goals and values
00:13:22 Accommodating job turnover in younger workers
00:15:24 Influence through interpersonal communication
00:19:21 Setting communication standards in the company
00:21:34 How Madeline defines success
00:23:20 Overcoming the hurdle of career self-reflection
Key Takeaways:
- Early leadership development prevents the need to unlearn bad habits later.
- Gen Z’s communication challenges stem from remote work and digital interactions.
- Emotional resilience is crucial for leadership, beyond just grit.
- Leaders should align company goals with Gen Z’s purpose-driven values for greater engagement.
- Gen Z thrives in collaborative and feedback-rich environments, where they can see the impact of their work.
- Creating clear paths for career growth and continuous learning motivates and retains Gen Z talent.
- Flexibility in work environments is key to engaging Gen Z, as they highly value work-life balance.
- Gen Z is driven by authenticity and transparency in leadership, making it important for leaders to communicate openly.
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In this episode of How To Succeed Podcast, we explore the concept of organizational excellence with Jim Dunn, a seasoned Sandler trainer from Charlotte, North Carolina. Jim shares valuable insights on how leaders can build exceptional organizations by fostering a culture of continuous improvement and creating systems that make their roles less central to day-to-day operations. The discussion highlights key elements such as empowering teams, keeping up with new technologies, and ensuring everyone is aligned with the company’s vision. Jim emphasizes that true leadership involves making yourself irrelevant by delegating tasks and allowing others to thrive in their roles.
As the conversation unfolds, Jim outlines how leaders can balance being passionate about the business and maintaining objectivity. He offers practical advice on creating clear priorities, hiring the right people, and continuously refining processes to ensure organizational growth. Whether you're a seasoned leader or an aspiring entrepreneur, this episode provides actionable strategies to take your leadership and organization to the next level.
Timestamps:
00:00:00 Introduction and overview of organizational excellence
00:01:54 Misconceptions about leaders and the importance of delegation
00:04:03 Balancing passion and emotions in leadership
00:07:03 The six P's of organizational excellence
00:10:21 Defining roles and positions in an organization
00:13:14 Hiring and developing people
00:17:19 Processes, performance metrics, and the importance of flexibility
00:19:35 The role of tools and techniques in organizational excellence
00:22:18 Specific tools for prioritization, onboarding, and individual training needs
00:24:46 Customizing tools and identifying blind spots through assessments
00:26:14 The importance of continuous learning and growth
Key Takeaways:
- Organizational excellence is about continuous improvement and ensuring teams are aligned with the company’s vision.
- Effective leaders delegate tasks, allowing their teams to manage day-to-day operations while they focus on higher-level strategy.
- Passion and objectivity must be balanced; great leaders avoid getting bogged down in emotions and instead maintain a long-term vision.
- Creating clear priorities and defining roles within the organization is crucial for success.
- People development and training are ongoing processes that must be reinforced to keep the team growing.
- Processes need to be regularly reviewed and improved with the help of new technologies.
- Performance metrics should be tracked to ensure that organizational processes are working effectively and supporting growth.
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In this episode, we dive deep into understanding your sales capacity, capability, and competencies with our esteemed guest, Markku Kauppinen, CEO of Extended Disc North America. Markku, a frequent guest on our show, brings exciting news about a new collaboration between Sandler and Extended Disc: the Sales Capacity Assessment. The conversation explores the Sales Excuse Index, a metric that quantifies excuse-making behavior among sales professionals. Markku emphasizes the importance of identifying and addressing these tendencies to enhance sales performance.
As the discussion progresses, we discuss balancing strengths and weaknesses in sales, highlighting the need for persistence and prioritizing achievement over mere activity for long-term business success.
Timestamps:
00:00:00 - Introduction to Sales Capacity Assessment
00:05:30 - Importance of Assessments in Sales
00:08:28 - Attitude Towards Excuse Making
00:11:42 - Benchmarking Competencies
00:14:53 - Key Sales Competencies
00:16:20 - Difference Between Behaviors and Competencies
00:19:21 - Team Training and Individual Development
00:22:50 - Defining Success in Career
00:27:56 - Overcoming Challenges in Career
Key Takeaways:
- Assessments like the Sales Capacity Assessment aid in hiring, training, and development.
- It provides insights into an applicant's natural behaviors and sales competencies, facilitating better hiring decisions.
- The assessment evaluates behavioral styles and competency levels in various sales areas.
- The Excuse Index within the assessment measures excuse-making tendencies and highlights areas for improvement.
- Benchmarking compares team performance against industry standards, crucial for the assessment process.
- It identifies both strengths and weaknesses, enabling targeted development plans.
- Individual learning paths can be tailored based on assessment results to address specific improvement areas.
- The assessment can be retaken every six months to monitor progress and adjust development plans.
- Success in sales involves balancing strengths with development areas.
- Consistent focus on critical sales activities is essential for achieving success.
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In this episode of the How to Succeed Podcast, social selling expert Richard Bliss from BlissPoint Consulting shares valuable insights on succeeding at social selling on LinkedIn. The discussion covers the evolution of LinkedIn as the go-to platform, emphasizing its ubiquity compared to other social media platforms. Listeners will gain practical tips on leveraging LinkedIn to generate leads, enhance their pipeline, and optimize social selling strategies.
Bliss explains that the algorithm on LinkedIn is designed to trigger conversations between members, unlike other social media platforms like Facebook or Instagram, which are more focused on entertainment. He points out that the algorithm on LinkedIn rewards meaningful interactions that lead to conversations rather than simply garnering likes or views. This shift in mindset is crucial for salespeople looking to succeed on the platform.
Tune in to learn how to navigate the changing landscape of social selling and maximize your results on LinkedIn.
Timestamps:
00:02:47 The upside-down world of social selling.
00:06:03 LinkedIn content engagement strategies.
00:08:37 LinkedIn sales strategies.
00:11:15 Commenting for Sales Success.
00:14:33 LinkedIn networking strategies.
00:19:14 Underrated sales prospecting techniques.
00:22:27 Cold email techniques.
00:27:28 Engaging sales team strategy.
00:31:13 Overcoming career setback.
00:34:21 Leadership and communication skills.
Key Highlights:
- LinkedIn has become the go-to platform for social selling, with widespread adoption among professionals.
- The purpose of LinkedIn is to connect with prospects and customers and build relationships, rather than entertain or distract.
- The algorithm on LinkedIn is designed to trigger conversations between members, unlike other social media platforms.
- Posting text-only content on LinkedIn generates more reach and engagement compared to videos or graphics.
- Engaging in conversations by leaving comments on prospects' posts is more effective than sending direct messages or connection requests.
- Leveraging the mentioned feature on LinkedIn can grab the attention of prospects without directly reaching out to them.
- Sales Navigator can be a valuable tool for tracking and finding prospects, but it should be used in conjunction with understanding the fundamentals of LinkedIn.
- Using AI tools like ChatGPT can help generate ideas for comments and responses to prospects' posts.
- Authentic engagement and conversations with prospects are more important than trying to cheat the algorithm or use specific posting techniques.
- Success in social selling on LinkedIn is measured by the number of people you can help and the level of enjoyment you derive from your work.
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In this episode, we discuss buying a franchise with Josh Dubois. Most people consider business ownership to replace income or build generational wealth. Franchising fast-tracks starting a business by providing systems and resources. Josh recommends exploring options over 1-2 months without pressure to decide. He outlines the process of researching franchises, speaking with owners, reviewing financials, and managing expectations. We emphasize having a strong "why" and taking extreme ownership as a franchisee. Success requires being known in the community, following the playbook, and having a positive attitude.
Josh's father transitioned from long hours in the restaurant industry to owning a dry cleaning franchise, which allowed him to attend Josh's games and eventually become a CEO. This lifestyle change inspired Josh to pursue business ownership before becoming a franchise broker to help others without promoting any specific franchise. He lives by "conquer the mind" – being conscious and positive to manifest goals.
Timestamps:
02:05 Why pick franchising over starting your own business?
04:58 Lifestyle and legacy in franchising
10:14 Lifestyle freedom in franchising
12:09 The buying process and common mistakes
17:08 Getting started and being successful
19:41 Managing expectations between franchisor and franchisee
21:22 Taking extreme ownership
23:23 Tips, tricks, and hacks for buying a franchise
25:00 You don't need to decide today
Key Takeaways:
- Spend 1-2 months exploring franchise options to make an informed choice.
- Research thoroughly: talk to owners and review financials.
- A strong "why" drives motivation and focus.
- Extreme ownership means fully committing to the franchise’s success.
- Being known in your community benefits your business.
- Follow the franchise's systems and guidelines.
- Maintain a positive attitude to overcome challenges.
- Personal experiences can inspire and guide business decisions.
- Hands-on ownership experience helps in advising others.
- A positive mindset, or "conquer the mind," is crucial for achieving goals.
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In this episode, we discussed the crucial importance of assessing and developing sales capacity to drive business success. We prioritized the need for sales development and defined what constitutes success in this area. We explored how assessments can uncover valuable insights into natural sales behaviors and competencies. We shared examples of effective sales development strategies and introduced the Sandler Training's Sales Capacity Assessment as a powerful tool for self-improvement and performance measurement.
Timestamps:
00:10: Using assessments to evaluate sales capacity, identify natural behaviors, and improve development.
05:06: Sales assessments, excuse making, and personal growth.
8:52 The Impact of Excuse Making on Sales Performance
12:13 Optimizing Sales Teams Through Benchmarking and Personalized Development
22:50 Balancing Strengths and Weaknesses in Personal Development
25:25 Defining Success and Overcoming Challenges in Business
Key Takeaways:
- Assessments play a crucial role in avoiding costly hiring mistakes, providing accurate information about a candidate's natural behaviors and sales competencies.
- Benchmarking sales competencies help identify areas for development and tailor training programs to enhance sales team performance effectively.
- Understanding the balance between behavioral tendencies and skill development is key to maximizing individual and team success in sales roles.
- Excuse index scores offer valuable insights into sales professionals' focus on sales activities, highlighting areas for improvement and increased productivity.
- Utilizing individual learning paths based on assessment results can lead to
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In this episode, we delve deep into the pervasive and often debilitating experience of imposter syndrome with Gary Frey. Gary Frey challenges the notion that feeling like a fraud is unique to a select few, revealing its prevalence across various industries and career stages. Through open and honest conversation, we explore the root causes of imposter syndrome, including self-doubt, fear of failure, and the pressure to meet unrealistic expectations. Gary shares personal experiences, offering relatable insights and practical strategies for overcoming these challenges. By emphasizing self-compassion, building resilience, and cultivating a growth mindset, we empower listeners to challenge their inner critic and unlock their full potential.
Moreover, we discuss the importance of work-life balance, the dangers of burnout, and the necessity of prioritizing personal well-being. By fostering a culture of open dialogue about mental health, we aim to create a supportive environment where individuals can thrive both professionally and personally.
Timestamps:
00:10: Imposter syndrome and its impact on high achievers, including C-suite executives and celebrities.
07:13: Impostor syndrome, self-doubt, and behavior in sales and leadership.
11:51: Finding the balance between career and personal life to overcome imposter syndrome.
18:03: Embracing uniqueness and niching down to find success.
22:59: Overcoming imposter syndrome and defining success through core values and purpose.
28:36: The importance of gratitude and resilience in the face of adversity.
Key Takeaways:
- Recognizing and acknowledging imposter syndrome is the first step towards overcoming it.
- Thriving in your strengths and minimizing or outsourcing weaknesses can help combat imposter syndrome.
- The importance of authenticity, resilience, and finding gratitude in challenging circumstances is emphasized.
- Practical strategies, like the "Thrive or Wither" approach and gratitude journaling, are recommended for silencing self-doubt.
- Niche down to unlock unique strengths, resist the usual, and make a positive difference without conforming to societal expectations.
- Success is defined by integrity, humility, and the ability to make a positive impact in the lives of others.
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In this captivating episode, we delve into the often-overlooked potential within organizations: the 'hidden salesforce'. We explore strategies for unlocking this hidden talent pool, emphasizing the importance of cultivating curiosity and providing the necessary tools for sales success. The episode underscores the delicate balance between technical proficiency and sales acumen, highlighting the need for thoughtful, informative conversations over aggressive sales tactics. By redefining the role of technical teams and integrating them into the broader business strategy, organizations can harness their full potential and drive significant growth.
Timestamps:
03:44 Discussion on hidden sales potential in professional services firms.
08:08: When to involve technical experts in sales meetings.
13:50: Unlocking hidden sales force by redefining technical teams' purpose.
19:03: Techniques for technical professionals to have meaningful conversations with clients.
22:51: Empowering teams to ask hard questions and grow business.
28:00: Sales techniques, personal growth, and networking.
Key Takeaways:
- Redefine technical teams' purpose to focus on business growth, not just delivery.
- Empower technical teams to ask challenging questions and uncover opportunities.
- Prioritize high-potential leads through upfront qualification.
- Cultivate a culture of curiosity and inquiry to deepen client relationships.
- Invest time in understanding client challenges for effective solution tailoring.
- Overcome sales aversion by reframing sales as value delivery and knowledge sharing.
- Use powerful questioning to uncover client pain points and aspirations.
- Share industry insights to position yourself as a trusted advisor.
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In this insightful episode featuring Tiffany and Brad Koettels, we emphasized the pivotal role of DISC behavioral styles in navigating the complexities of sales, business, and personal relationships. Beyond recognizing the importance of understanding diverse communication preferences, we delved into the practical applications of DISC in real-world scenarios. From refining sales strategies to building stronger teams and fostering deeper connections, the podcast explored how to leverage DISC insights to achieve greater success. By dispelling common misconceptions and providing actionable advice, we aimed to empower listeners to harness the power of behavioral understanding in their personal and professional lives.
Learning how to communicate effectively with different styles can transform your relationships and business interactions.
Timestamps:
0:11 How to Succeed with the Do's and Don'ts of DISC
4:14 Adapting Leadership and Sales Styles for Team Success
11:15 Adapting Communication Styles for Effective Team Collaboration
15:52 Understanding Personality Types for Better Workplace Relationships
19:21 Effective Communication Strategies for C Styles in Sales Teams
22:57 The Impact of DISC Training on Company Culture
25:37 Balancing Strengths and Weaknesses in Leadership and Parenting
27:45 Transforming Relationships and Sales with Sandler and DISC Training
29:54 Using DISC Styles to Improve Family Dynamics
32:49 Learning to Fail to Win in Sales and Life
Key Takeaways:
- Platinum Rule is to treat others how they want to be treated, focusing on their preferences.
- Building a team with various behavioral styles enhances performance.
- Effective communication involves understanding others' perspectives and adjusting accordingly.
- Recognizing that behavioral styles are not fixed and can be adapted.
- Balancing strengths by leveraging the strengths of different styles to create high-performing teams.
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In this insightful episode, we delve into the world of pain points in sales with Emily Shaw, we tackle common misconceptions, like treating pain as a mere formality. Then, we emphasize the power of genuine curiosity and creating a safe space for prospects to reveal their emotional drivers. We'll also talk about questioning techniques to make sales conversations more productive and empower prospects with informed decision-making. So, buckle up as we explore the art of uncovering pain points and fostering meaningful connections in the sales process.
Learn how to create a safe space where they feel comfortable revealing their emotional drivers. But it doesn't stop there! We'll also bring in another sales leader to dissect powerful questioning techniques with Emily
Timestamps:
00:03 Common mistakes in using pain in sales, including checklist mentality and lack of curiosity.
06:45 Identifying and addressing pain points in sales conversations.
11:07 Finding and articulating pain points in sales calls.
18:50 Sales techniques, including finding and quantifying pain points.
Key Takeaways:
- Treat pain discovery as a genuine attempt to understand prospects, not a checkbox exercise.
- Uncover the prospect's emotionally compelling reason to act by creating psychological safety.
- Use upfront contracts and follow-up questions to make sales conversations more productive.
- Ask quantification questions to help prospects gain clarity and make informed decisions.
- Pay attention to emotional cues to identify pain points at any stage of the sales call.
- Articulate the impact of a problem on both the business and the individual personally.
- Give prospects agency over the decision-making process while providing guidance.
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In this episode, we dive deep into operationalizing Sandler Training for sales success. Daniel, a dedicated Sandler practitioner for over a decade, shares his journey of building and recruiting high-performing teams through this method. We also gained insights from Mike and another sales leader who implemented Sandler principles within their organizations. They discuss overcoming personal hurdles to achievement by leveraging data and self-awareness. The conversation underscores the importance of consistent application, a shared vision that unites the team, and the power of human connection, even when facing inevitable challenges.
Timestamps:
00:13 Operationalizing Sandler Training for sales success.
04:26 Sales coaching and attitude, with a focus on emotional steps and buyer psychology.
08:24 Operationalizing Sandler sales methodology using data, metrics, and tools to improve efficiency and win rate.
15:28 Operationalizing sales process with playbooks, testing, and team enablement.
20:33 Sales techniques, growth strategies, and personal development with a Sandler trainer.
Key Takeaways:
- Leverage Sandler Selling with upfront contracts, regular check-ins, and call evaluations to cultivate a positive sales team.
- Crush personal barriers by making data-driven decisions and being aware of your own biases.
- Consistency is key! Repetition and a shared vision are crucial for long-term sales success, but don't forget human management for those tough days.
- Coaching boosts performance. Weekly affirmations, feedback, and positive reinforcement are your friends.
- Data optimizes sales. Use metrics and tools to enhance the Sandler methodology, and explore the potential of AI to give your sales team an extra edge.
- Playbooks and testing reign supreme. Documented processes and experimentation are the keys to sales mastery.
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In a fascinating episode, Kallie delved into the powerful world of behavioral science, revealing its surprising influence on our purchasing decisions. We often think we make rational choices, but as Kallie explained, unconscious biases and emotional triggers often hold the reins. This insightful discussion highlighted the key to successful marketing and sales: striking a perfect balance between logic and emotion.
By leveraging psychological factors like loss aversion and availability bias, businesses can craft messages that resonate deeply with potential customers. Kallie emphasized the importance of creating an emotional connection, understanding that we buy not just products, but the feelings associated with them.
The episode also offered practical techniques for building trust and persuading potential clients. Addressing concerns, setting clear expectations, and employing qualifying questions that empower prospects – all these elements were identified as crucial for successful sales conversations.
Timestamps:
00:13 Improving sales performance in large enterprises, debunking misconceptions about training and attitude.
04:43 Sales training, attitude, and behavior change in an enterprise organization.
09:36 Changing behaviors in sales training, emphasizing specificity and safety.
14:23 Sales techniques for enterprise organizations, including upfront contracts and creating a common language.
19:39 Sales techniques, including reframing attitudes towards pricing and negotiation.
23:42 Sales strategies, failures, and success with an enterprise facilitator.
Key Takeaways:
- Focus on behavior, attitude, and technique training to improve enterprise sales performance.
- Cultivate personal responsibility and desire for improvement in sales teams.
- Identify and change specific uncomfortable behaviors through targeted exercises.
- Create a safe learning environment that encourages risk-taking and gradual improvement.
- Establish a common language and unified selling methodology across the organization.
- Reframe pricing conversations as impact discussions to overcome negotiation challenges.
- Internalize the success triangle of attitudes, behaviors, and techniques for personal growth.
- Practice authentic, direct communication to connect meaningfully with clients and colleagues.
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In this episode, we embark on a deep dive into strategies that can significantly enhance sales performance within enterprise teams. Nancy Harhut dispel some common misconceptions that can hold salespeople back, and instead, focus on fostering a positive attitude, effective behaviors, and a strong sales technique toolbox.
We'll explore the importance of ongoing support and reminders to keep your team sharp and motivated. Understanding your client's specific challenges is paramount, and we'll discuss how to effectively navigate their pain points, budget realities, and decision-making timelines.
This insightful conversation will delve into the art of negotiation and pricing within the enterprise sales landscape. We'll challenge traditional thinking and encourage sellers to reframe their approach, prioritizing the customer's needs above all else. Finally, we'll acknowledge the ever-present need to navigate change, both in the market and in people's lives, equipping you with the tools to thrive in a dynamic environment.
Timestamps:
00:12 Persuading people, focusing on emotional triggers and decision-making factors beyond rational considerations.
07:59 Using emotional appeals in sales and marketing.
12:25 Psychological tactics to persuade customers.
16:53 Importance of customer experience and emotional connection in sales.
21:05 Sales techniques, including building emotional connections and using open-ended questions to encourage consideration.
25:16 Persuasion techniques in sales calls, including social proof, upfront contracts, and addressing objections.
29:55 Marketing strategies and techniques with a focus on setting expectations and providing value.
32:58 Using behavioral science in marketing with a failed campaign example.
Key Takeaways:
- Persuasion is influencing decisions without changing minds.
- Understand factors influencing people's decisions unconsciously.
- Emotional appeals are important in sales and marketing messages.
- People are more motivated to avoid pain than to gain benefits.
- Customer experience and emotional connection impact sales.
- Build emotional connections and use open-ended questions to persuade.
- Use social proof, upfront contracts, and address objections in sales calls.
- Set expectations and provide value in marketing strategies.
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In this compelling episode with Hamish Knox, we dive deep into the world of sales training. We tackle the common challenge of sellers forgetting what they learned after training and explore the importance of focusing on mindset and leadership to overcome this hurdle.
We go beyond just tactics, sharing insightful stories and practical techniques to empower you to achieve success in business. You'll learn how to gain permission to experiment, embrace accountability, and define what success really means for you. Hamish and Mike also emphasize the power of focus, recommending that you pick one thing to prioritize and develop consistency in your approach. By tailoring your strategies to each situation, you'll be well-equipped to conquer any challenge.
Join us for an insightful discussion on empowering sales teams through a focus on mindset and leadership. Learn practical techniques to experiment, cultivate accountability, and define success on your own terms. Register now for this transformative sales training event.
Timestamps:
00:03 Sales training paradox, implementing vs. not implementing skills.
02:50: Sales training effectiveness and permission to try new techniques.
08:44: Behavioral changes for sales success, with a focus on trial and error, debriefing, and coaching.
12:38: Accountability, thin slicing, and techniques for sales success.
19:14: Implementing one thing at a time in sales, with a focus on creating clarity as a leader.
Key Takeaways:
- Sellers prioritize easy training elements over crucial but harder ones.
- Training effectiveness hinges on willingness to experiment.
- Respect buyers' right to say no, just as sellers have the right to ask.
- Embrace a scientific approach - try new techniques, learn from failures, and debrief for feedback.
- Avoid overwhelm. Pick one new action and stick with it for a month.
- Use accountability partners and debriefing to solidify skills.
- Leaders should provide clear expectations and avoid prioritizing techniques over buyer needs.
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In this insightful episode with Berkeley Harris, we unpack the power of Sandler Rules for sales success. We delve into prospecting and qualifying ideal clients, stressing the use of leading indicators to target the right audience. They then explore how to understand the prospect's decision-making process for a tailored approach. Building rapport and differentiating yourself from competitors is also discussed, with actionable strategies provided. Ultimately, the episode emphasizes prioritizing client success and using Sandler Rules to achieve this goal, with real-world examples shared by the experts to illustrate these principles.
Join us as Mike & Berkeley discuss Sandler Rules & client-focused selling. Learn to identify perfect clients, understand their buying journeys, build trust, stand out from the crowd, and solve their problems like a pro. Master the art of the sale and skyrocket your success!
Timestamps:
3:32 Sandler sales rules and techniques for modern buyers.
11:00 Sales techniques and attitudes for success.
15:28 Sales techniques, including active listening and asking open-ended questions.
19:35 Qualifying clients and selling to people with problems.
25:01 Sandler rule implementation for sales success.
Key Takeaways
- Understand the buyer's problems to offer relevant solutions.
- Back claims with data and leverage testimonials for credibility.
- Analyze past results to build a successful prospecting plan.
- Let prospects talk and use specific questions to gather information.
- Sell to those with solvable problems who are willing to invest. Ideal clients decide faster.
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In this strategy-packed episode, sales guru Jason, a Sandler Selling expert, joins with Mike to tackle the ever-present challenge of building a high-performing sales engine for your startup. We'll delve deep into Jason's insights on hiring the right salespeople, those with the grit and sales savvy to propel your startup forward. But it's not just about who you hire – we'll explore the art of crafting winning sales processes, with actionable steps to guide your team towards consistent success.
Join us to crack the code on building a high-performing sales team! Learn how to leverage sales enablement programs to create a team that operates with laser focus and delivers measurable results. Say goodbye to the chaos of inconsistent sales performance! This episode equips you with the tools and strategies to scale your startup's sales like a champion. Join us and unlock the secrets to building a sales machine that drives real results!
Timestamps:
0:03 Startup success factors, including hiring, sales processes, and training.
6:40 Sales process and framework for startups.
13:20 Sales training, coaching, and assessments for scaling sales teams.
19:00 Sales strategies for startups with a Sandler trainer.
Key Takeaways:
- Hire salespeople with a proven track record and underdog mentality.
- Build a standardized sales process with effective questioning techniques.
- Implement a structured training program with ongoing coaching.
- Prioritize high-quality salespeople over quick hires.
- Uncover true customer needs through insightful questioning.
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In this insightful episode with Brian, we dive deep into the world of sales psychology, focusing on the ever-present challenge of reactance. We will explore why recognizing and managing it is crucial for successful sales conversations. This discussion emphasizes the importance of maintaining a neutral and abundant mindset throughout the interaction. We equip you with valuable techniques to navigate reactance, including using negative questions, open-ended questions, and the powerful "start-stop-reverse" method.
Moreover, the conversation shifts to the significance of upfront contracts in building trust and lowering reactance. We explain how transparency at the outset sets the stage for meaningful discussions.
Join us with sales expert Brian Jackson, who will shed light on how upfront contracts establish a foundation for honest and productive dialogue. He also explores how salespeople can leverage techniques like disarming honesty and pattern interrupts to build trust and close deals more effectively. Get ready to gain valuable insights into the psychology of selling and discover practical strategies to overcome reactance and achieve sales success!
Timestamps
0:02 Reactance, a natural human response to threatened freedom.
3:34 Sales techniques to avoid triggering reactance in potential buyers.
9:48 Avoiding reactance in sales calls by building trust and acknowledging possible outcomes.
16:38 Sales techniques to avoid triggering reactance in potential customers.
23:05 Sales techniques to avoid triggering reactance in customers.
Key Takeaways
- Recognize customer resistance as a natural response to feeling pressured.
- Use open-ended questions and specific techniques to guide conversations without triggering resistance.
- Establish trust upfront with clear expectations through contracts.
- Disarm resistance with honesty and acknowledge potential concerns.
- Learn techniques to navigate emotional pushback during sales calls.
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In this week's insightful episode with John, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. Carol highlighted the significance of empathy and effective communication in addressing customer concerns, while Mike and Carol discussed effective communication strategies for de-escalating conflict.
Join us as we delve into the significance of leveraging champions in intricate sales scenarios. Discover how champions go beyond mere support, investing their political capital for your cause. Explore the art of nurturing profound connections with champions through meaningful, personal gestures. Uncover the secrets to building lasting relationships that transcend the ordinary.
Timestamp
00:10 Leveraging internal champions for complex sales, avoiding common mistakes, and identifying potential champions.
08:32 RFP process, champions, and sales process with a focus on enterprise sales and triangulating the truth.
13:29 Leveraging champions in sales meetings for effective communication and decision-making.
18:17 Building relationships and finding solutions with a champion in a competitive RFP situation.
21:56 Sales techniques for large deals, including handling detractors.
Key Takeaways
- Leveraging champions is essential in complex sales deals with multiple stakeholders.
- A champion is someone who not only supports you but also invests their political capital on your behalf.
- Techniques like pre-proposal meetings and passing the baton of power can help leverage champions effectively.
- Triangulating the truth by meeting with different stakeholders and understanding their personal motivations is crucial.
- Building deep-rooted relationships and doing things that are significant, personal, and unexpected can strengthen the bond with champions.
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In this week's episode with Carol Bowser, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. Carol highlighted the significance of empathy and effective communication in addressing customer concerns and effective communication strategies for de-escalating conflict.
Join us in this conversation where Carol emphasizes the importance of understanding the narrative and context, managing emotions, and setting clear expectations in conflict resolution. Learn how to de-escalate conflict and succeed in difficult conversations. These expert tips will transform your communication skills!
Timestamp
0:11 De-escalating conflicts and managing difficult conversations.
6:09 How to handle customer complaints in sales conversations.
12:01 How to approach conflicts and negotiations by understanding the other party's goals and reframing questions to find mutually beneficial solutions.
19:38 Escalation and de-escalation of conflicts, with a focus on communication and preparation.
23:01 De-escalating conflicts through active listening and empathy.
31:29 Conflict management strategies with Carol Bowser.
Key Takeaways
- Conflict can be de-escalated by reframing complaints as requests and understanding the underlying needs and goals of the other party.
- Creating a collaborative and problem-solving mindset can help find workable solutions and build long-term relationships.
- Using the word "yet" instead of "but" can balance both sides of the conversation and prevent escalation.
- Acknowledging valid points and reflecting on the significance of the information shared can help de-escalate emotional intensity.
- Remaining calm, cool, and collected during conversations can create a safe space for open dialogue and problem-solving.
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In this week's episode with Rich Chiarello, we delve into the intricate dance of sales, spotlighting the fusion of emotional resonance and intellectual prowess in driving success. Rich Chiarello emphasized the importance of understanding the emotional and intellectual aspects of sales, while Rich Chiarello stressed the significance of sales training in business expansion. We also discussed strategies for maximizing ROI in business decisions, highlighting the need to prioritize the customer's needs and demonstrate a clear ROI to close deals. Rich Chiarello emphasized the importance of aligning sales behaviors with the customer's needs and pain points.
Join us in this insightful conversation Rich Chiarello shares insights on how to have ROI conversations with potential clients. Rich discusses the mindset shift from selling features to identifying big problems that can be solved. He provides practical tips on sequencing the sales process, positioning yourself as a valued consultant, and calculating ROI. Tune in to learn how to have meaningful ROI conversations that lead to successful sales outcomes.
Timestamp
0:13 Selling technology and ROI conversations with Sandler trainer.
3:51 ROI conversations in sales, myths, and misconceptions.
7:53 Sales techniques, including identifying pain points and demonstrating value.
12:40 Sales techniques, ROI, and budgeting for software and sales training.
17:23 ROI calculations and cost savings strategies for businesses.
20:56 Sales training, personal pain, and success definition.
Key Takeaways
- The value proposition that a salesperson offers should be based on their knowledge of the sales process, not just the technology they are selling.
- ROI conversations should start with identifying a big business problem that can be solved and determining if the return on investment is significant enough to justify the expense.
- It is essential to understand the different budget buckets and how expenses and capital investments are treated to have meaningful ROI conversations.
- Salespeople should focus on the personal pain of the prospect and find out what motivates them to solve the business problem.
- Looking at the full five-year cost trade-off and the ongoing benefits of a solution can lead to a larger ROI and a more compelling investment case.
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In this week's episode, Brian Ahearn discussed the importance of adopting an other-focused mindset in influencing people and exploring practical applications of psychology in business. Brian shared insights on the importance of preparation in meeting opportunities, while Mike inquired about Brian's definition of success and biggest failure. Later, We discussed the challenges of balancing authenticity and influence in leadership, highlighting the importance of understanding psychological principles underlying effective sales strategies, such as being disarmingly honest and creating scarcity.
Join us in this week's insightful conversation with Brain, where we delve into the art of influencing people for success in sales and beyond. Discover the principles of influence, such as liking, reciprocity, authority, social proof, commitment and consistency, and scarcity. Gain insight on building stronger relationships and achieving greater sales success.
Timestamp:
0:12 Influencing people, focusing on liking and knowing the person.
4:23 Principles of influence, including liking, reciprocity, authority, and social proof.
9:45 How to establish authority and expertise in sales through storytelling and credibility-building strategies.
13:22 Building trust and credibility in business through likability, self-orientation, and reframing.
18:13 Sales psychology and principles with Brian Ahearn.
Key takeaways
- Influence is a natural part of human interaction, and understanding how to effectively communicate can make a significant difference in getting others to say yes.
- Building relationships and genuinely liking the people you are trying to influence is the foundation for successful persuasion.
- Reciprocity is a powerful principle of influence, and giving back to others can create a sense of obligation and increase the likelihood of them saying yes.
- Authority and social proof are important factors in influencing others. Demonstrating expertise and providing examples of others who have benefited from your solution can increase trust and credibility.
- The principle of commitment and consistency highlights the importance of asking questions rather than telling people what to do. By getting others to commit to small actions, they are more likely to follow through and say yes to larger requests.
- Scarcity can create a sense of urgency and increase the perceived value of what you are offering. Highlighting what someone might lose by not taking action can be more persuasive than focusing on what they might gain.
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In this week's episode, Elle Ingalls delves into the art of succeeding in sales without succumbing to stress. Elle defines stress as the triggering of the fight or flight stress response and elucidates how stress hormones can detrimentally affect our performance and well-being. Throughout the discussion, Elle shares practical tools and techniques aimed at preventing and managing stress effectively. Moreover, Elle emphasizes the importance of cultivating an environment of contribution rather than competition within the realm of sales. By fostering collaboration and support among team members, individuals can alleviate the pressure often associated with sales targets and deadlines.
Join us this week for an enlightening discussion with Elle Ingalls as she shares invaluable insights on succeeding in sales without the burden of stress. Elle underscores the significance of awareness and self-reflection in breaking the cycle of stress. By understanding their triggers and reactions, sales professionals can proactively implement strategies to mitigate stress and maintain optimal performance. Don't miss out on this essential conversation.
Timestamp
0:13 Reducing stress in sales with a special guest from Pressure Free Living.
1:09 Stress management and its misconceptions.
6:04 Stress response and its impact on sales performance.
10:34 Triggers for fight or flight response and its impact on body functions.
15:26 Managing stress and improving mental performance through self-awareness and training.
19:37 Productivity tools and mindset shifts for sales professionals.
23:58 Public speaking, stress management, and leadership.
29:36 Overcoming stage fright and achieving success in sales.
Key Takeaways
- Stress is not the stressors themselves, but the triggering of the fight or flight stress response and the release of stress hormones.
- Relaxing the abs can signal to the brain that you are safe and help prevent the release of stress hormones.
- Smiling can release neuropeptides that support positive neurotransmitters and help manage stress at the moment.
- Shifting from a mindset of competition to one of contribution can create a more relaxed and receptive environment in sales.
- Developing awareness of triggers and using tools to prevent and manage stress can lead to increased productivity, improved communication, and a better quality of life.
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In this week's episode, Scott Bliss delves into the art of sidestepping the dreaded phenomenon of being ghosted by prospects in the realm of sales. Ghosting, a frustrating scenario, unfolds when a salesperson invests considerable time and effort into pursuing a potential deal, only to be met with deafening silence or an abrupt halt in communication from the prospect's end. Scott unpacks the crucial concept of establishing equal business stature.
Moreover, Scott underscores the significance of transparent discussions surrounding budget constraints and decision-making processes from the outset. By addressing these aspects early on, salespeople mitigate the risk of encountering sticker shock later in the negotiation phase while ensuring alignment between their offerings and the prospect's expectations.
Join us this week for an enlightening discussion with Scott Bliss as he shares invaluable insights on avoiding ghosting in sales. Don't miss out on this essential conversation.
Timestamp
0:14 Prospecting in 2024 with Tom Nation from Sandler UK.
1:21 Prospecting strategies for 2024.
6:51 Prospecting and Assertiveness in Sales.
14:57 Sales prospecting, automation, and cadence.
20:31 Using automation in sales while avoiding spammy messages.
23:30 Prospecting strategies and tools for sales success.
29:53 Sales techniques, mindset, and personal development.
Key Takeaways
- Lack of identifying the prospect's pain or gap in their current situation can lead to being ghosted. Salespeople should focus on understanding the prospect's true needs and problems before presenting a solution.
- Avoid sticker shock by discussing budget and investment conversations early on. By having open conversations about pricing and investment parameters, salespeople can align their solutions with the prospect's expectations.
- Understand the prospect's decision-making process and who is involved. By knowing the decision-makers and their timeline, salespeople can avoid being left in the dark and increase their chances of closing the deal.
- Use questioning strategies, third-party stories, and the curiosity curve to engage prospects and build trust. Salespeople should focus on asking meaningful questions and sharing stories of how they have helped others in similar situations.
- Embrace the Sandler rule of "no" as the second-best answer. Salespeople should not be afraid of hearing a "no" early on in the sales proc
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This week, tune in as Mason Crosby sheds light on the potent strategy of account-based marketing (ABM) in the B2B realm. In this riveting conversation, Mason unravels the intricacies of ABM, focusing on its tailored approach towards specific accounts rather than individual leads. Mason elucidates the prerequisites for successful ABM implementation, stressing the necessity of a dedicated sales team, a thorough grasp of product-market fit, and an acknowledgment of longer sales cycles.
Throughout the discussion, Mason offers practical examples and invaluable tips for initiating ABM endeavors, advocating for the activation of existing customer bases, and leveraging triggers to engage potential clients. Additionally, he addresses prevalent misconceptions and pitfalls encountered in ABM execution, enriching listeners with insights garnered from his extensive experience in the field.
Don't miss out on this enlightening episode, where Mason Crosby navigates the landscape of account-based marketing, equipping businesses with the tools to tailor their marketing and sales efforts effectively.
Timestamp
0:12 Account-based management (ABM) strategies for sales success.
1:09 Account Based Marketing for B2B sales.
4:35 Common mistakes in implementing Account Based Marketing.
8:46 ABM strategy and its implementation.
15:14Using data to target B2B leads with ABM.
20:03 Using triggers and data to personalize sales outreach.
24:45 Using existing data to target potential clients.
29:09ABM strategies and growth with Mason Crosby.
Key Takeaways
- Account-based marketing (ABM) is a B2B growth strategy that aligns marketing and sales efforts around a set of shared target accounts.
- ABM is most effective for B2B companies with a higher average contract value, a dedicated sales team, and a longer sales cycle.
- Starting ABM with existing customers can be a great way to prove the model and generate results.
- The four key elements of ABM are data (identifying target accounts and reasons to reach out), distribution (choosing the right channels to engage prospects), destination (where to direct prospects), and direction (tracking engagement to determine if prospects are moving closer or further away).
- ABM can be implemented in a scrappy and cost-effective manner, starting with one trigger, one channel, and one piece of content.
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In this week's episode, we delve into the evolution of prospecting tools and techniques, while underscoring the timeless principles that drive successful outreach endeavors. Tom emphasizes the significance of cultivating the right attitude, anchoring on a firm belief in the value one brings to the table during prospecting interactions. He advocates for a holistic approach to outreach, incorporating various channels such as cold calling, email, networking, and more to effectively connect with prospects in today's dynamic landscape.
Throughout the conversation, Tom sheds light on the optimal behaviors and cadence for prospecting, stressing the importance of striking a balance between persistence and respect for the prospect's time and preferences. Moreover, he explores the role of automation in streamlining the prospecting process, while cautioning against the pitfalls of impersonal, spam-like messages.
Join us for an insightful exploration where Tom offers invaluable insights and actionable strategies for sales professionals aiming to excel in prospecting amidst the ever-evolving digital landscape of 2024.
Timestamps
0:14 Prospecting in 2024 with Tom Nation from Sandler UK.
1:21 Prospecting strategies for 2024.
6:51 Prospecting and Assertiveness in Sales.
14:57 Sales prospecting, automation, and cadence.
20:31 Using automation in sales while avoiding spammy messages.
23:30 Prospecting strategies and tools for sales success.
29:53 Sales techniques, mindset, and personal development.
Key Takeaways
- Building a prospecting plan and consistently following through with daily and weekly actions is crucial for success.
- A multi-channel approach to outreach, including cold calling, email, networking, and more, is necessary to reach prospects effectively.
- Personalization and finding relevant triggers for engagement are key to standing out and building meaningful connections with prospects.
- Automation tools like HubSpot and ZoomInfo can help streamline prospecting efforts and manage relationships with prospects.
- Setting aside dedicated time for prospecting and blocking it off in your calendar can help maintain focus and consistency.
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This week, join host Mike Montague as he engages in a compelling conversation with Steve Spiro, renowned as the Master Connector, unraveling the secrets to transcending the digital barrier and fostering genuine virtual connections. Through this enlightening dialogue, they delve into the nuances of navigating online interactions, underscored by the essence of authenticity and value addition.
Steve's insights illuminate the path towards building profound connections, whether in the virtual realm or face-to-face, emphasizing a selfless approach and embracing vulnerability as a catalyst for forging enduring relationships. Their exchange also delves into the pivotal role of content creation in fostering connections and explores the significance of networking groups and referrals in amplifying outreach.
Join us this week as host Mike Montague engages in a compelling conversation with Steve Spiro, the Master Connector, unlocking the secrets to genuine virtual connections. Delve into the essence of authenticity, value addition, and the pivotal role of content creation.
Timestamps
00:00:09 - Introduction to the topic of breaking through the digital barrier
00:04:48 - Importance of connecting through conversations and adding value
00:10:10 - Importance of showing genuine interest in others' stories
00:12:06 - Starting a conversation with honesty and vulnerability breaks barriers
00:17:02 - Making connections everywhere, even in everyday situations
00:21:09 - The concept of sowing and reaping in building connections
00:22:14 - Having a clear path for prospects and finding value in non-prospects
00:25:03 - Sharing links to content, and books, and inviting non-prospects to be on the show
00:29:08 - Overcoming adversity and having the grit to keep going
00:33:30 - Recommendation to read "The Tao of a Master Connector
Key takeaways
- Breaking through the digital barrier requires authenticity, being others-focused, and adding value to the conversation.
- Genuine connections are built by being vulnerable and sharing personal stories and experiences.
- Connecting with others online involves reaching out for phone calls rather than just accepting connection requests.
- Regularly putting out valuable content helps establish credibility and attracts meaningful connections.
- Offering to make introductions, inviting people to networking groups, and sharing resources are effective ways to add value and deepen connections.
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This week, tune in as Dr. Courtney McCaslin delves into the intricacies of building the sales force of the future. Dr. McCaslin underscores the critical balance between leveraging technology and data while understanding human psychology and behavior in sales. In this enlightening discussion, she emphasizes that while natural talents hold significance in sales, competencies and skills are paramount in driving success. The episode also touches upon the significance of personalized learning journeys for salespeople. Aligning individual talents and competencies with the broader business strategy is emphasized as a means to maximize sales effectiveness. Dr. McCaslin advocates for tailored training and coaching to address skill gaps, thereby unlocking the full potential of sales teams.
Furthermore, the discussion delves into the art and science of selling, emphasizing the importance of specific behaviors and competencies in driving consistent sales performance. While natural talents are valuable, the focus on developing both natural abilities and learned skills is highlighted as essential for constructing a robust sales force.
Join us for an insightful exploration into the evolving landscape of sales leadership and the actionable strategies necessary to build a dynamic and high-performing sales force. Don't miss out on this opportunity to elevate your understanding of sales effectiveness and drive sustainable business growth.
Timestamps
00:00 - Intro, balancing tech/psych, natural vs learned skills
03:13 - Understanding talents, coaching to strengths
06:18 - Using tech, comparing coaching styles
09:05 - Practice, role-play, winning via talent
12:17 - Inspiring excellence, traits/competencies/talents
15:04 - Leveraging talents, applying skills strategically
18:12 - Aligning team, individualized learning
21:31 - Octus impact, managing communication intensity
24:21 - Seizing opportunities in sales
25:19 - Navigating change, contact info
Key takeaways
- Selling combines art and science, demanding a blend of innate abilities and learned skills for success in today's market.
- Balancing natural talents with skill development is crucial for effective sales.
- Sales leaders must understand their team members deeply to provide tailored guidance and motivation.
- Tools like Octus IQ offer real-time insights, aiding sales teams in making informed decisions and navigating complex sales cycles.
- Personalized learning journeys sustain high sales performance by addressing skill gaps and leveraging natural talents through customized training and coaching.
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This week, elevate your nonprofit leadership with insights from Mike Kenny. Discover the essential behaviors and strategies necessary for running a nonprofit like a successful business. Mike underscores the importance of confidence in the mission, effective goal setting, and marketing the organization's value to donors. Drawing from his military experience, he emphasizes the significance of adopting a business mindset to drive sustainable impact.
Explore the parallels between the Sandler sales methodology and the strategies employed by Warrior's Ascent, gaining valuable insights into maximizing nonprofit effectiveness. Learn why self-care is imperative for individuals to thrive and make a positive difference, and how embracing failure as a learning opportunity fuels growth.
Join us for an enlightening discussion on transforming nonprofit leadership through strategic thinking and actionable practices. Don't miss this chance to strengthen your organization's mission and impact!
Timestamps:
00:00:00 Nonprofit growth and mission with Warriors Ascent founder Mike Kenny
00:01:16 Nonprofit sustainability and mission alignment.
00:09:46 Self-care, personal growth, and overcoming comfort zones.
00:14:34 Nonprofit growth strategies and Sandler techniques.
00:19:21 Nonprofit management and success.
00:23:38 Overcoming failures and building resilience.
00:30:55 Overcoming struggles through group support and creative solutions.
Key Highlights:
- Nonprofits need to focus on both their mission and building structures for sustainability and growth, similar to running a business.
- Setting clear goals, short-term and long-term, is crucial. Tracking progress helps measure success and make necessary adjustments.
- Failure is an opportunity for growth. Nonprofits should embrace it, learn from it, and seek help when needed.
- Nonprofits should adopt a mindset of success, showing their ability to deliver tangible outcomes to attract support.
- Nonprofits must prioritize their growth and development through goal setting, planning, and tracking progress.
- Establishing clear expectations upfront in meetings fosters transparency and alignment.
- Nonprofits must communicate their impact, outcomes, and use of donor funds transparently to build trust and retain support.
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This week, elevate your customer service strategy with insights from Karl Schaphorst. Discover the pivotal role customer care plays in driving business success beyond reactive support. Karl emphasizes that while salespeople acquire new customers, service agents are the linchpin for retaining and nurturing existing relationships. He underscores the cost-effectiveness of cultivating loyalty over constant acquisition, making strategic customer care a critical investment.
Explore the common pitfall of undervaluing service functions and learn why agents are the face of your brand. Their interactions shape customer perceptions and future opportunities. Gain a fresh perspective on transforming customer service from a reactive cost center into a proactive, revenue-driving force.
Join us for an illuminating discussion on elevating your customer experience through strategic service excellence. Don't miss this chance to drive customer loyalty and sustainable growth!
Timestamps:
00:00:44 - Defining Strategic Customer Care
00:03:57 - The Role of Customer Service Agents
00:04:50 - The Importance of Showing Customer Appreciation
00:06:03 - The Role of Customer Service in Marketing
00:11:12 - The Value of Proactive Customer Service
00:12:10 - Rewarding Customer Service Contributions
00:12:20 - Behavioral Goals for Customer Service
00:12:31 - The Role of Customer Service in Business Development
00:16:08 - The Importance of Customer Service Training
00:16:19 - Techniques for Defusing Customer Complaints
00:19:20 - Weaknesses in Customer Service Training
00:20:47 - Training Customer Service Agents to Identify Opportunities
00:23:52 - The Importance of Emotional Intelligence in Customer Care
00:24:24 - Techniques for Turning Negative Situations Positive
00:29:48 - The Success of Sandler's Customer Service Training Program
Key Highlights:
- Customer service is a crucial aspect of business success, as it is easier and less expensive to retain existing customers than to acquire new ones.
- Strategic customer care involves proactive engagement with customers to build relationships and provide exceptional service.
- Customer service agents should be trained in soft skills, such as bonding and rapport, to effectively communicate with customers.
- Techniques for successful customer service include active listening, staying calm, validating customer concerns, and asking open-ended questions.
- Customer service agents should aim to transform customer interactions from emotional distress to intellectual problem-solving.
- Setting goals and KPIs for customer service agents can help drive proactive behavior and improve customer satisfaction.
- Incentivizing customer service agents based on their contributions to sales and customer satisfaction can motivate them to excel in their roles.
- Customer service agents should focus on identifying and addressing the root cause of customer issues, rather than just providing quick fixes.
- The real problem a customer brings to customer service may not be the initial issue presented, so it's essential to dig deeper to understand their needs and concerns.
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This week, gain insights into the importance of educating prospects and overcoming skepticism in the SaaS sales process. Discover the significance of understanding customer pain points, effective prospect qualification, and navigating complex decision-making processes within organizations.
Join us for an enlightening episode as Josh Shirley delves into the intricacies of selling SaaS (Software as a Service) solutions. In this episode, Josh emphasizes the nuances of selling SaaS, highlighting the crucial differences from selling tangible products or services. Addressing common myths and misconceptions about selling SaaS, Josh sheds light on effective techniques and attitudes required for success in this domain.
Don't miss out on this episode packed with invaluable guidance for mastering the art of selling SaaS solutions!
Timestamp
0:16 - Introduction to the topic of selling SaaS and its challenges
3:07 - Common myths and misconceptions about selling SaaS
5:19 - Importance of understanding the problem and building value with the service
8:16 - The need to qualify the prospect and their pain
12:23 - The temptation to focus on technical details instead of addressing the real pain points in software sales
20:21 - The need to address the cost beyond the monetary investment in software
25:54 - Tips for approaching decision questions in software sales
Key Highlights
- Selling SaaS requires educating customers about a product that may be unfamiliar to them, overcoming skepticism, and resistance to change
- It is crucial to focus on the customer's pain points and the value the SaaS solution can provide, rather than solely relying on product demonstrations.
- The decision-making process in SaaS sales often involves a wider range of stakeholders, including legal, compliance, and data security teams.
- SaaS products are intangible and may be unfamiliar to potential customers, requiring sales professionals to focus on educating customers about the benefits and value of the product.
- Successful SaaS sales involve understanding the customer's pain points and how the SaaS solution can address them.
- Sales professionals should avoid getting caught up in the technical details of the product and focus on the impact the SaaS solution can have on the customer's job.
- Selling SaaS often involves a complex decision-making process that includes a wide range of stakeholders, requiring sales professionals to be prepared to address the concerns and requirements of these different stakeholders.
- The decision to adopt a SaaS solution often requires behavioral change within the organization, and sales professionals must address the challenges of getting the entire team to embrace and effectively use the SaaS solution.
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This Week, discover the positive aspects of selling in the fourth quarter and gain practical tips for success. Uncover the "four gifts of sales success": prospecting, creating an ideal client wish list, achieving clarity and confidence in the sales process, and mastering effective negotiation techniques.
Join Mike Montague and Lisa LS in a compelling discussion on the challenges and opportunities encountered by salespeople in the fourth quarter. In this episode, the hosts delve into the reasons behind salespeople's struggles during this period and offer invaluable insights to overcome common obstacles.
Tune in to learn how to equip yourself with these invaluable gifts and position yourself for sales success not only in the current year but also in the future!
Timestamps:
1:29 - Discussion on the challenges salespeople face in the fourth quarter
9:15 - Positive aspects of selling during the holiday season
14:23 - Positive beliefs for sales success during the end of the year
16:40 - Embracing continuous learning and building trust with customers
17:36 - Confidence in oneself and the offering
20:17 - The gift of prospecting and filling up the calendar
22:50 - Creating a qualification list for ideal clients
23:48 - Qualification criteria: pain, investment, and decision-making process
26:43 - Importance of open and honest communication for building trust with clients
27:15 - Gathering information about clients' personalities and tailoring communication styles
29:13 - Utilizing previous connections and allies in organizations to build relationships
31:20 - The complexity of decision-making processes in sales
Key Highlights
- Challenges and opportunities faced by salespeople in the fourth quarter.
- The importance of continuous learning, especially in the fourth quarter, to prospect and fill the pipeline for the upcoming year.
- The significance of clarity and confidence in the sales process for both buyers and sellers. A well-outlined path builds trust and guides buyers through the process.
- Prospecting, creating a wish list for ideal clients, clarity and confidence in the sales process, and effective negotiation techniques are identified as the four gifts that can lead to sales success.
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This week, we have an insightful conversation with Hannah Ajikawo as we explore the fundamental stages of awareness, consideration, decision, and post-purchase, shedding light on the complexities beyond the traditional "funnel" analogy. Hannah Emphasizing continuous value delivery and adaptation to changing buyer behaviors, Hannah provides valuable insights for maximizing revenue funnel effectiveness.
Join us for an insightful episode as Hannah Agico delves into the intricacies of revenue funnels. In this episode, Hannah dispels common myths and misconceptions surrounding revenue funnels, emphasizing the importance of aligning marketing and sales processes for a seamless buyer journey. Gain practical tips for executing a revenue funnel, including focusing on sales fundamentals, leveraging data insights, and investing in training and enablement.
Don't miss out on this episode packed with actionable strategies to enhance your revenue funnel mastery!
Timestamp
0:13 - Introduction and Defining the Revenue Funnel
2:40 - Critique of the Funnel Metaphor and Misconceptions
4:42 - Importance of Alignment and Behavior Change
8:19 - Steps for Building a Revenue Funnel and Commonalities
11:20 - Structuring the Revenue Funnel and Conclusion
12:20 - Sales and Marketing Integration, Targeting, and Fundamentals
22:34 - Final Insights and Metrics in the Revenue Funnel
Key Highlights
- Integration of marketing and sales processes into a unified revenue funnel, reflecting the buyer's decision-making process.
- Misconception of separate funnels and handoffs between departments, highlighting how these hinder the buyer journey and create bottlenecks.
- Fundamental stages of awareness, consideration, decision, and post-purchase within the revenue funnel are underscored as essential components for success.
- The importance of continuously delivering value to customers and adapting to evolving buyer behaviors to ensure sustained success.
- Practical tips for executing a revenue funnel, including focusing on sales fundamentals, leveraging data insights, and investing in training and enablement to align with changing buyer behavior
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Join Mike Montague and Daniel Murray as they delve into the world of marketing millennials, discussing the attitude, behavior, and techniques needed to climb to the top and stay there. In this episode, Daniel reveals the common misconceptions about marketing, emphasizing the importance of authentic and consistent engagement with your audience.
Tune in for a deep dive into the mindset of a successful marketer and discover why creativity and human connection will be more vital than ever in the evolving landscape.
Timestamps:
0:00:08 Marketing mindset and attitude with a focus on helping the audience.
0:04:08 Marketing consistency and millennial mindset.
0:11:31 Sales and marketing alignment, AI's role, and creativity's importance.
0:18:26 Marketing channels and their effectiveness.
0:22:14 Marketing, creativity, and success with Daniel Murray.
Key highlights:
- Showing up consistently helps in building trust and staying top of mind for the audience.
- Authenticity builds a stronger connection with the audience and fosters trust.
- The level of content produced needs to be higher than before to break through the noise and grab the audience's attention.
- Adding a personal touch, being creative, and understanding the human aspect of marketing are essential for success.
- Building and maintaining an owned audience, such as through podcasts and newsletters, is powerful.
- Success is defined by continuous improvement and adaptability.
- Facilitating interactions within a community, whether through events, webinars, or meetups, is a valuable aspect of marketing.
- Video content is becoming increasingly important.
- Competing against oneself and striving to be better each day is a powerful metric for success.
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Discover the current state of chat GPT, its recent updates, and the game-changing features it brings to the table.
Join us on the latest How to Succeed podcast as we dive into the ever-evolving world of AI and sales with Jordan Ludwin, the AI sales guy and Sandler trainer. He shares insights on the dynamic landscape of chat GPT, its latest features, and the transformative impact it can have on your sales process. Jordan discusses the rapid advancements in chat GPT, including its transition to GPT-4, partnerships with Microsoft, Bing integration for web crawling, and the introduction of DALL-E for image generation. Discover how these innovations reshape the sales landscape, providing salespeople with tools for enhanced research, customer insights, and more efficient processes.
Stay ahead in the world of AI-driven sales by tuning in to the full episode and unlocking the potential of chat GPT for a more productive and informed sales approach.
Timestamps:
0:12 The current state of chat GPT with updates and growth.
2:05 AI enhancements for salespeople in 2023.
7:07 Using AI to enhance sales processes.
12:28 Using AI tools for sales meetings and follow-up.
16:49 Using AI to improve sales conversations.
21:31 AI in sales with Jordan Edwin Sandler.
Key highlights:
- In the rapidly evolving landscape of AI and sales technology, staying informed and adapting to changes is crucial.
- Partnerships, such as Microsoft and open AI, leading to the integration of features like web crawling with Bing and image generation with DALL-E.
- AI as a supportive tool to enhance decision-making rather than replacing human involvement entirely.
- Salespeople's Ideal Attitude: The ideal attitude for salespeople in adopting AI is described as being a continuous learner.
- AI for industry research, analyzing buyer profiles, and streamlining meeting follow-ups through automated note-taking.
- Using AI to enhance weaknesses and supplement human skills.
- Custom instructions in chat GPT are highlighted, allowing users to provide context about themselves and their goals.
- AI can help in generating content quickly and efficiently.
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Join Mike Montague and Louie Gravance as they dive into the secrets of making customer service a superpower. Louie, a longtime Walt Disney Company employee with over 25 years of experience at the Disney Institute in Orlando, Florida, shares insights from his distinguished career in designing live experiences. Tune in as they discuss the transformative nature of service, the importance of exceeding customer expectations, and the power of creating moments of spontaneity. Don't miss this episode filled with valuable lessons from Louie's book, "Service is a Superpower: Lessons Learned in the Magic Kingdom." Join us on March 20th at the Sandler Summit for more insights. Tickets are available at sandler.com/summit.
Tune in now and discover how to make customer service your superpower!
Timestamps:
0:00:12 Making customer service a superpower through improv and spontaneity.
0:07:51 Sales techniques and the importance of listening.
0:11:56 Creating emotional connections with customers through storytelling and branding.
0:19:19 The impact of a sales training organization.
0:23:36 Customer expectations and Disney magic.
0:30:46 Customer service and leadership insights.
Key highlights:
- Service is not just performative; it is transformative.
- All service is performative; there's no business but show business.
- Cataloging successful interactions creates the illusion of spontaneity.
- Understanding clients' emotional connections to the brand or product is vital.
- Bringing theatrical elements into the business world creates memorable experiences.
- Clients will always find what they're looking for; set positive expectations.
- Understand the audience (clients) and what they need in the "show."
- Acknowledging and learning from mistakes contributes to personal and professional growth.
- You can build, dream, design, and create the most fantastic place in the world, but it takes people to make that dream a reality."
- The reciprocal relationship: making the company stronger benefits the client as well.
- Service goes beyond creating memories; it leaves a lasting impact on individuals and organizations.
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Let’s dive in the awe-inspiring journey of conquering Mount Kilimanjaro with Claudia Denser as she unveils the leadership and teamwork lessons drawn from this remarkable expedition.
Embrace the mindset of transparency, trust, and continuous learning that fuels success both on the mountainside and in the corporate realm. Join Mike Montague and Claudia Denser in an engaging conversation where they explore the intricacies of overcoming challenges, fostering resilience, and uncovering beauty amidst adversity. Tune in to this enlightening episode for a deeper understanding of personal growth and leadership insights.
Don't miss out on this empowering conversation—listen now!
Timestamps:
0:00:14 Climbing Mount Kilimanjaro and leadership lessons.
0:03:56 Physical and mental challenges of climbing Mount Kilimanjaro and running ultra marathons.
0:09:12 Climbing Mount Kilimanjaro and its challenges.
0:13:54 Trust, communication, and relationships during a mountain climbing expedition.
0:18:35 Communication, teamwork, and success on Mount Kilimanjaro.
0:22:53 Leadership, growth, and success with a climber of Mount Kilimanjaro.
Key highlights:
- Success is linked to a mindset of continuous learning and openness to new experiences.
- In challenging situations, transparency and open communication are crucial.
- Trust is essential in any team or expedition. Trusting the leader's guidance is crucial for success.
- Avoid a closed mindset, as it can hinder progress and problem-solving.
- Success often depends on the strength of the team and the support system.
- Perseverance is key in both personal and professional challenges.
- A leader's role is not just to give orders but to facilitate the success of the entire team.
- Challenges and difficulties often lead to valuable lessons and personal growth.
- Lessons learned from personal challenges, such as mountain climbing, can be applied to professional settings.
- Success is often a collective effort.
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Discover the future of sales leadership! Join the conversation on deal coaching with Troy Kanter.
Dive into the challenges faced by sales leaders and the common mistakes in deal coaching. Learn why meaningful and timely feedback is the key to success. Explore the need for a structured approach, as Troy Kanter highlights the impact of unstructured methods on forecasting and pipeline management. Discover how intelligence and AI, including Octus IQ's contributions, bring data-driven insights into deal coaching. Gain insights into the ideal attitudes for deal coaching, finding the balance between nurturing sales reps and maintaining objectivity. Uncover the behavioral aspects of coaching with recommended weekly rhythms for one-on-one sessions. Caner introduces seven critical questions that revolutionize deal coaching, from identifying the buyer to evaluating the value in the sales process. Learn the importance of reps self-assessing and holding themselves accountable.
Don't miss out on this opportunity to enhance your sales leadership skills! Tune in to our podcast for practical advice and insights into improving de
Timestamps:
00:01:11 Deal coaching is the most underdeveloped management skill in sales leadership.
00:05:00 Emphasizing the impact of deal coaching on a sales team's development and organizational success.
00:07:04 Sales is a conversation between adults to uncover the truth.
00:08:28 Behavior part of deal coaching, including the suggested frequency and cadence.
00:10:29 Challenges of sales managers spending too much time on non-deal coaching activities and the need for a shift in focus.
00:11:52 Importance of spending 80% of the time on strategic deal coaching for sales managers.
00:16:00 The future of selling highlights the importance of creating value through human connection, empathy, and meaningful conversations that AI cannot replicate.
00:18:23 Addressing the role of sales managers in coaching and teaching reps who may not be ready to execute the plays.
00:22:47 The importance of distinguishing between deals based on confidence scores for effective decision-making.
00:24:51 The potential for Deal IQ to drive adoption and accelerate value in sales organizations.
Key highlights:
- Deal coaching is highlighted as a critical but often underdeveloped skill in sales leadership.
- Unstructured and subjective methods are common pitfalls in deal coaching.
- There is a need for a structured approach to deal with coaching.
- Lack of a structured approach can lead to downstream problems in forecasting and pipeline management.
- The ideal attitude for deal coaching involves a balance between nurturing and developing sales reps while maintaining objectivity.
- Seven Critical Questions for Effective Deal Coaching
- Sales reps are encouraged to self-assess and hold themselves accountable by thoroughly addressing the seven critical questions.
- Providing timely and meaningful feedback is highlighted as impactful in shaping successful sales teams.
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Discover the power of emotional relevance with Mike Montague and Alon Zaibert!
Join them as they delve into the art of creating memorable emotional anchors in client interactions, emphasizing its significance in building trust and strong relationships. Join the conversation that explores the future of sales in a tech-driven world and gain practical strategies for standing out. Uncover the secrets to cultivating lasting connections, navigating potential pitfalls, and mastering the art of emotional intelligence.
Don't miss out on practical strategies for incorporating emotional relevance in sales calls – it's the key to standing out in the modern business landscape!
Timestamps:
0:00:16 Emotional relevance in sales and client relationships.
0:05:18 AI's impact on sales and the importance of emotional relevance.
0:09:52 Emotional relevance in marketing and customer relationships.
0:14:46 Emotional relevance in sales calls.
0:21:30 Sales pitches and emotional relevance.
0:26:17 Emotional relevance in marketing and personal connections.
0:31:02 Emotional relevance and personal growth.
Key highlights:
- Understand the difference between emotional relevance and emotional intelligence.
- Actively create emotional experiences during client interactions.
- Establishing a strong relationship with clients is crucial for success in complex and lengthy sales cycles.
- Recognize the potential negative impact of emotional relevance.
- Consider creating a metric or assessment tool to measure the emotional connection in relationships.
- Encourage openness and trust in sales calls by starting with personal sharing.
- Focus on building and cultivating relationships rather than just pursuing sales opportunities.
- Allow yourself to be vulnerable in interactions.
- Strive to create positive, memorable experiences that contribute to a client's overall positive perception of your brand or service.
- Whenever possible, aim for face-to-face interactions to enhance the emotional connection.
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In a world where pipeline management is complex and time-consuming, there's Ken. Ken Guest is a sales expert who knows how to help you streamline your pipeline and close more deals.
Join Ken in this informative video where he shares his top tips for pipeline management. You'll learn how to only put deals in your pipeline that are most likely to close. The importance of having a clean pipeline by removing deals that are unlikely to close. Using the "five lenses of pipeline management" to assess each deal, and more!
Don't miss out on this opportunity to learn from one of the best in the business. Watch the conversation today and start closing more deals!
Timestamps:
0:00:16 Managing a sales pipeline with a focus on meeting scheduling.
0:02:12 Sales pipeline management and accuracy.
0:06:29 Sales pipeline management and proposal strategies.
0:12:22 Sales strategies and asking crucial questions.
0:18:02 Sales techniques and pipeline management.
0:22:44 Sales pipeline management techniques.
0:27:40 Success definition and Sandler concepts with a business owner.
Key highlights:
- Only put opportunities in your pipeline once you have a scheduled meeting with the prospect.
- Have a clean pipeline to have a more accurate forecast of your sales and to make better decisions about how to allocate your time.
- Use the "five lenses of pipeline management" to assess each deal.
- Be honest with yourself about your deals.
- Don't be afraid to call back prospects.
- Regularly review your pipeline to identify any deals that are slipping through the cracks or that may need additional attention.
- Use a CRM system to track your progress to stay organized and to keep track of all of your interactions with prospects and clients.
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Welcome to the world of social media mastery with Shaily Hakimian. Discover the secrets to success in the ever-evolving landscape of digital marketing and building genuine connections online.
This episode is packed with valuable insights and actionable tips from a true expert, whether you're an aspiring influencer, a budding entrepreneur, or simply curious about the dynamics of online engagement.
Don't miss out on this exhilarating episode that promises to transform your social media game and equip you with the skills needed to shine in the digital spotlight. Tune in, take notes, and let's level up together!
Timestamps:
0:00:00 Social media success and misconceptions.
0:02:28 Personal branding and LinkedIn optimization for business success.
0:05:20 Using social media for sales and marketing.
0:10:32 Social media marketing strategies for salespeople.
0:13:37 Social media content creation and scheduling tools.
0:18:36 Effective social media strategies and overcoming self-doubt.
0:21:18 Success, failure, and growth in social media marketing.
Key highlights:
- Posting consistently and providing valuable insights and information to your audience is more effective than bombarding them with frequent but low-quality content.
- Your online presence should reflect your expertise, passion for your job, and the value you can provide to your audience.
- Social media can help you build trust and relationships with your audience before even getting on a call with them.
- Consistency helps keep you top of mind with your audience.
- While automation tools can be helpful, they shouldn't replace the human touch and authenticity in your content.
- Start your content with a hook that grabs your audience's attention and answers the "What's in it for me?" question.
- Understanding your audience's needs and pain points is key.
- Success means different things to different people and can evolve over time.
- Focus on finding the right fit clients rather than trying to grow her business exponentially
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Are you ready to revolutionize your approach to sales training? Lisa Ellis, the Head of Product at Sandler, joins the podcast to explore the transformative power of collaborative learning in modern education and sales training. Lisa is a powerhouse of knowledge, sharing her insights on learner autonomy and how to create a learning environment that values and utilizes what each individual brings to the table. She brings to light the importance of different contexts for learning and how giving people choices shapes their learning journey. We also dive into how Sandler's Sales Development Series has been reimagined to incorporate these concepts for the best possible learning outcomes for our clients.
Moving from the theoretical to the practical, we talk about how these principles apply to sales training. We break down the benefits of engaging content and the power of role-play in enhancing information retention. With Lisa's expert guidance, we explore engagement ideas for virtual instructor-led sessions and discover the innovative 'trap exercises,' pattern interrupts, and other education best practices she and her team have built into the new Sales Development Series.
We explore the role of collaboration within the sales team, with the managers and leaders, and with your Sandler coach to get the best results and return on investment, so tune in and join us in relaunching the classic Sandler sales training through the lens of collaborative learning.
Timestamps:
0:00:00 Collaborative learning in sales training.
0:02:03 Modern adult learning concepts and techniques.
0:07:42 Sales training and information retention.
0:12:37 Sales techniques and collaborative learning.
0:16:01 Sales training and collaborative learning.
0:20:55 Sales development, growth, and collaboration.
Key highlights:
- Collaborative learning, where learners actively engage with each other and facilitators, is essential for effective adult education.
- Modern adult learning focuses on experiential learning, application in real-world contexts, and active engagement with the material.
- Engagement, humor, and excitement in learning environments can trigger better memory retention and make the learning process more effective.
- Sometimes, a single impactful lesson or insight can be worth more than a comprehensive program.
- Sales is ultimately a conversation between adults to uncover the truth. Honest and open communication is fundamental to successful sales.
- Learning should focus on acquiring and applying skills, not just accumulating knowledge.
- Maintaining an appropriate balance of energy in learning sessions is crucial.
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Step into a world of insights with Bob Bolak, a seasoned networking expert, and explore the keys to thriving in the trade show arena. Discover how to turn every event into a platform for building lasting connections and boosting your business prospects.
In this illuminating conversation, we delve into the power of setting clear goals, using proven conversation frameworks, and immediate follow-up to ensure your networking success.
Are you ready to revolutionize your trade show networking game? Dive in now and let's make every event a springboard to your success journey!
Timestamps:
0:00:15 Networking and trade shows for introverted professionals.
0:03:37 Networking and trade show mindset and strategies.
0:08:13 Sales techniques and networking strategies.
0:10:33 Networking strategies for sales professionals.
0:15:08 Networking strategies at trade shows.
0:17:40 Networking techniques and follow-up strategies.
0:23:31 Networking techniques at a conference.
0:26:45 Success, failure, and Sandler techniques with a sales leader.
Key highlights:
- Approach trade shows and networking events with a mindset focused on building relationships rather than immediate sales.
- Having quantifiable goals helps measure success.
- Employ conversation frameworks to initiate discussions effectively.
- Engage with different types of people, whether they are extroverted or introverted, and make efforts to connect with those who may be more reserved.
- After meeting someone at a trade show, connect with them on LinkedIn or follow up promptly.
- After the event, assess your performance, evaluate the effectiveness of your conversations, and make necessary adjustments to your networking strategy for future events.
- Paid events may attract more qualified attendees and demonstrate your commitment to networking.
- Be adaptable in your networking approach.
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Uncover the secrets to impactful public speaking! Discover the art of becoming an effective communicator in business and personal growth.
Join Mike Montague and Grant Baldwin of Speaker Lab as they unravel the essentials of powerful speaking techniques, from presentation preparation to landing speaking gigs. They highlight the significance of engaging and resonating with the audience through an authentic, adaptable, and well-prepared presentation, emphasizing the importance of both structure and flexibility in successful public speaking.
Don't miss this insightful conversation offering valuable insights into the multifaceted benefits of public speaking!
Timestamps:
0:00:17 Speaking as a business and growing a career in public speaking.
0:03:03 Public speaking as a business development tool.
0:05:27 Public speaking skills and preparation.
0:10:55 Developing public speaking skills and debunking myths.
0:13:42 Public speaking preparation and scripting.
0:19:34 Speaking engagements and how to land paid gigs.
0:22:30 Finding and acquiring paid speaking gigs.
0:25:10 Public speaking techniques and tips.
0:30:16 Storytelling and connecting with audiences through personal experiences.
0:33:06 Speaking, entrepreneurship, and personal growth with Grant Baldwin.
Key highlights:
- Effective public speaking necessitates balanced preparation between scripting for organization and an organic approach without verbatim memorization.
- Adapting the content to audience needs and making real-time adjustments based on audience reactions are crucial for engagement and connection.
- The "SPEAK" framework involves selecting a problem to solve, preparing the talk, establishing expertise, acquiring speaking gigs, and understanding when to scale.
- Clear goals drive the call-to-action at the end of speeches, whether aimed at obtaining more speaking opportunities or generating clients.
- Authenticity is key for speakers, encouraging them to be themselves while balancing structure and spontaneity in speech preparation and delivery.
- Having a structured speech with strong openings, key moments in the middle, and compelling closings aids in time management and allows for adjustments during the speech.
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Dive into this enlightening podcast discussion featuring Nick Gray, the mastermind behind successful event hosting. Uncover the secrets to creating meaningful connections through gatherings and learn why hosting your own events can be a game-changer for your career and relationships.
Join us on this journey to event success and discover how structured approaches, two-hour time limits, and social proof can transform your networking game. Let's make every event a stepping stone to success!
Timestamps:
0:00:00 Hosting successful networking events.
0:04:19 Event planning and guest engagement strategies.
0:07:28 Networking events and name tags.
0:11:28 Party planning and social dynamics.
0:15:27 Hosting networking events for business growth.
Key highlights:
- Hosting events can be a powerful way to grow your career, make valuable connections, and even boost sales.
- Strategies like confirming attendees in advance and using a core group of trusted friends to ensure a successful turnout.
- Designing events that cater to various personality types can make them more enjoyable and productive.
- A structured approach to hosting events, including using name tags for everyone and implementing icebreakers to facilitate conversations.
- Setting a strict two-hour time limit for events, especially during the workweek, can make it more likely that people will attend and ensure that the event ends on a high note.
- The key is to make hosting a habit to continually expand your network.
- Sharing photos and updates from your events on social media can serve as social proof and attract more attendees to future gatherings.
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Success, according to Nick Gray, is having the freedom to work on what you want when you want and being in control of your time and schedule.
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Make sure to follow Nick Gray:
Nick Gray's Personal Website
Read these articles and become the life of the party:
Party Times: Start, End, & Best Times
Icebreaker Name Tags: Examples and How to Do It RIGHT
How to Host an Event: Parties & Networking
Where to Throw a Party? Ideas and Venues for 2023
Icebreaker Activities for Your Next Event
7 Small Trade Show Booth Ideas for 2023
How to Introduce Two People via Email: Sample Scripts
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In this episode we will get into the art of effective leadership with Larry Van Sant, a seasoned Sandler trainer based in Frederick, Maryland. Uncover the secrets to avoiding self-inflicted leadership hurdles by cultivating a positive attitude, consistent behaviors, and empathic communication.
Join us as we explore the path to becoming a leader who empowers teams, breaks down big goals, and positively impacts lives.
Timestamps:
0:00:13 Self-inflicted leadership problems and how to avoid them.
0:04:13 Leadership, coaching, and accountability in business.
0:08:40 Leadership, coaching, and team development.
0: 13:13 Leadership techniques and self-awareness.
0:17:41 Leadership, sales, and personal growth.
Key highlights:
- Leaders should have a positive attitude and focus on developing their teams rather than just checking off tasks on their to-do lists.
- Effective leadership involves making the team self-sustainable and helping team members achieve their goals.
- Leaders should be consistent in their behavior, hold themselves and their teams accountable, and have clarity in their expectations.
- Goals should be broken down into manageable steps, and leaders should provide the necessary support and training for their teams to achieve them.
- Effective communication of the company's vision, goals, and values is crucial to gain team buy-in and alignment.
- Leaders should invest in self-awareness, coaching, and assessments to improve their leadership skills and avoid common pitfalls.
- Success can be defined as maintaining a positive attitude, continuously improving, and positively impacting the lives of others.
- Transitioning from features and benefits to value-based selling is essential for sales professionals and leaders alike.
- The podcast mentions a valuable sales rule, "Sales is a conversation between adults to uncover the truth," which emphasizes the importance of genuine and honest communication in sales and leadership.
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In this new episode of our podcast, we're honored to have the incredible Robin Green, a seasoned Sandler trainer from Richmond, VA. Join us, learn how attitude and behavior play pivotal roles towards success, strategies professionals can employ to achieve excellence, and more as Robin shares his personal experiences and key takeaways from his journey. Learn what the concept of being a corporate athlete entails as well as its implications for success.
Tune in to see how embracing calculated risks is crucial to growing in corporate athleticism.
Timestamps:
0:00:15 How to succeed at being a corporate athlete.
0:04:35 The importance of resilience in sales.
0:09:47 The importance of enjoying the process of sales.
0:14:41 How to show up and be your best every day.
0:19:13 The power of having a coach and the power of coaching.
0:23:52 How do you define success in your career?
0:26:12 How to find joy in the grind.
Key highlights:
- Seeing failures as learning opportunities fuels personal and professional growth.
- Success comes from aligning passions and strengths in work for a fulfilling journey.
- Apply sports principles like practice and resilience to excel in the business world.
- Cultivate the ability to bounce back from setbacks and stay focused in the present.
- Success involves consistent, focused practice and muscle memory development.
- Seek external feedback and coaching for continuous improvement and fresh perspectives.
- Aim for progress over perfection to foster calculated risk-taking and new experiences.
- Balancing physical, mental, and emotional well-being is crucial for peak performance.
- Stepping slightly out of the comfort zone drives continuous skill enhancement.
- Embrace a growth mindset, value small improvements, and take strategic risks for sustainable success.
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Get ready to embark on a journey through the realms of unparalleled hospitality as we dive into the mind of a visionary disruptor. Join Mike and the newly appointed director of community engagement at Sandler, as he sits down with none other than the maestro of guest enchantment, Will Guidara. His accolades include being the Best Selling Author of the captivating masterpiece "Unreasonable Hospitality," and a former co-owner of the legendary 11 Madison Park.
From forging connections that defy the limits of the transaction to infuse every interaction with the magic of storytelling, Will Guidara unravels the threads of thought that have woven his path to success. And it's not just about service; it's about the symphony of human connection, where every note is pure authenticity.
So, gather 'round as we embark on a voyage into the realm of hospitality that transcends logic, defies reason, and invites you to experience the magic of the extraordinary.
Timestamps:
0:00:20 How did you come up with the name unreasonable hospitality?
0:03:35 A goal without a strategy is nothing more than a pipe dream.
0:10:26 How to treat your employees well.
0:15:26 How to avoid playing it safe in hospitality.
0:22:46 How do you do it well?
0:27:12 How do you define success?
Key highlights:
- Go beyond the ordinary and strive for transformative experiences that leave a lasting impact.
- Striking the right balance between meticulous control and creative autonomy is crucial. Create stories that endure in the memories of customers.
- Technology can enhance the human experience when used to augment personalization and efficiency, rather than replace genuine human interactions.
- Creating a business foundation of trust and loyalty by focusing on genuine connections and memorable experiences
- Success is built on creating extraordinary moments that transcend reason and convention solidifying a brand's reputation and fostering customer loyalty.
- Investing in creating enduring relationships and experiences that stand the test of time.
- Adapt and evolve practices based on feedback, new insights, and changing customer expectations.
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The Future of Sales: Personalized, Predictive and Customer-Centric
Have you ever wondered what it takes to design a customer-focused sales process that delivers? Emily Regia, Sandler's enterprise marketing manager, joins us at Inbound to share her expertise and insights on keeping the customer at the heart of our business. She unravels how understanding your customer's journey can lead to a more personalized and effective marketing strategy. The conversation goes deeper into how tools like HubSpot have been instrumental in Sandler's success by ensuring the right leads land in the right place.
In an age where AI dominates conversations, how do you keep the human touch alive? Emily discloses how to add that personal element to AI-generated messages. She also sheds light on how predictive AI can provide more comprehensive insights into customers and how platforms like 6Sense can contribute to that. The discussion goes into the specifics of using AI for personalized messaging and sales forecasting and reveals how the partnership with DealIQ can help predict outcomes. So, if you're striving to make your sales and marketing strategies customer-centric, this episode is packed with valuable insights that can drive your efforts. Join us, as Emily provides a masterclass on designing a customer-focused inbound marketing process.
(0:00:14) - Designing a Customer-Focused Sales Process Emily explains how HubSpot's features help customize conversations with leads, emphasizing customer journeys and value-adding materials.
(0:05:55) - Improving Website Conversations and AI Tools We discuss customer journeys, website conversations, chatbots, phone numbers, event-based activities, and human support.
(0:13:51) - AI for Personalized Messaging and Sales Forecasting AI-generated messages, Six Sense, Deal IQ, Podio, and customer insights are discussed to add a human touch.
Find more information about Sandler's customer-focused sales process at www.sandler.com/inbound.
Let’s explore the intricacies of mastering Sandler tactics skillfully and understanding the tactics triangle with the seasoned Sandler trainer, Jim Dunn, hailing from Charlotte, North Carolina. Discover tactics that are not just tools, but rather a philosophy that hinges on authentic communication, mutual understanding, and empathic engagement.
Join us, we will show you how to approach sales with empathy, authenticity, and a genuine desire to understand the unique needs of each prospect.
Timestamps:
0:00:20 How to use sailor tactics skillfully.
0:03:32 How to ask good questions?
0:08:42 If you think it or feel it say it.
0:16:03 Reversing the curiosity curve.
0:20:47 When to use the softening statement and the question.
0:26:06 How do you define success?
0:29:01 The negative reverse sell concept and how it can be applied to sales.
Key highlights:
- The foundation of effective sales communication lies in genuine curiosity and active listening.
- The curiosity curve is a powerful tool for keeping cengaged.
- Negative reverse selling helps you challenge the prospect's assumptions or expectations in a non-confrontational manner.
- Self-awareness helps you gauge when to deploy specific tactics and maintain a genuine connection.
- Successful sales conversations are not scripted monologues but dynamic dialogues.
- The tactics triangle emphasizes building relationships based on trust and understanding.
- The more you seek to understand, the better equipped you are to offer tailored solutions.
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Are you ready to revolutionize your approach to sales training? Lisa Ellis, the Head of Product at Sandler, joins the podcast to explore the transformative power of collaborative learning in modern education and sales training. Lisa is a powerhouse of knowledge, sharing her insights on learner autonomy and how to create a learning environment that values and utilizes what each individual brings to the table. She brings to light the importance of different contexts for learning and how giving people choices shapes their learning journey. We also dive into how Sandler's Sales Development Series has been reimagined to incorporate these concepts for the best possible learning outcomes for our clients.
Moving from the theoretical to the practical, we talk about how these principles apply to sales training. We break down the benefits of engaging content and the power of role-play in enhancing information retention. With Lisa's expert guidance, we explore engagement ideas for virtual instructor-led sessions and discover the innovative 'trap exercises,' pattern interrupts, and other education best practices she and her team have built into the new Sales Development Series.
We explore the role of collaboration within the sales team, with the managers and leaders, and with your Sandler coach to get the best results and return on investment, so tune in and join us in relaunching the classic Sandler sales training through the lens of collaborative learning.
In today’s episode, it is our greatest privilege to have a very special guest, Holly Hunt, who has spent over 17 years in the telecom and tech industries. Holly has not only garnered numerous accolades but has also broken barriers as a woman in business and sales. With her wealth of experience, she's here to share her insights on how she has thrived as a woman in a male-dominated industry.
Join us as we realize the importance of resilience, empowerment, and fostering a sense of belonging in the professional sphere to drive success.
Timestamps:
0:00:16 Introduction to this episode.
0:01:53 What she loves about her career.
0:06:38 Advice for young women in business.
0:12:11 What successful business women do that men don't.
0:18:06 How to know when to let the balls drop.
0:22:28 Recognize and stay in tune with yourself.
0:26:53 How do you define success for yourself?
Key highlights:
- Embrace authenticity and gain confidence to excel in any role, regardless of stereotypes or expectations.
- Seek out role models and mentors to guide your journey.
- Create safe spaces and support networks, fostering a community where women can share experiences and learn from one another.
- Focus on leaving a positive impact on others and making a lasting difference, both personally and professionally.
- Face obstacles with resilience and determination, using setbacks as stepping stones toward success.
- Success has different seasons, and it's essential to manage your energy and time effectively.
- Engage with support groups, mentors, and colleagues to combat isolation and build a strong sense of community.
- Foster a culture of open communication, where individuals can express their needs and challenges without fear.
- Trust in your abilities and don't hesitate to contribute your ideas and insights.
- Sharing experiences and knowledge accelerates personal and professional growth while creating a culture of mutual support.
- Measure success by the positive impact you make on others and the legacy you leave behind.
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Discover the art of sales motivation in this captivating How to Succeed podcast episode with Jason Stevens, a Sandler trainer with extensive experience in the sales industry. Learn how to ask the right questions and create tension to motivate prospects towards making informed decisions. Explore the importance of clarity and curiosity in your attitude as a sales professional and how to foster genuine connections with your prospects. Uncover the secrets of controlling conversations, avoiding tangents, and maintaining focus to drive prospects towards a favorable decision. Tune in now to revolutionize your sales approach and propel your career to new heights!
Don't miss this exclusive interview with Jason Stevens, a leading expert in sales, management, and customer service training, and take your sales game to the next level!
Timestamps:
0:00:16 How to get prospects to move forward
0:01:38 The difference between practical and conceptual questions
0:04:34 rust the system and trust the buyer
0:07:16 Conceptual vs technical sales is a problem for a lot of salespeople
0:09:32 The importance of knowing the root cause
0:11:54 How to figure out your technique in a conversation
0:14:12 How to be more strategic about tracking
0:19:04 Controlling conversation over spread
0:21:35 How to define success for yourself
Key highlights:
- Understanding that big questions motivate people, and sales professionals need to focus on the key questions that will drive prospects towards a decision.
- Recognizing the difference between conceptual and technical problems and tailoring the sales approach accordingly to address the prospect's specific needs.
- Developing an adaptive mindset that is open to new possibilities and nuance, leading to more successful sales interactions.
- Fostering trust and breaking the stereotype of salespeople to create genuine human interactions and connections with prospects.
- Effectively dealing with prospects who seem disengaged by asking direct questions and seeking clarity about their level of interest.
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To succeed at revisiting pain, take a "doctor" mindset and use the pain funnel to uncover the buyer's issues. Move from superficial problems to root causes and business impact. Reinforce this process throughout sales conversations and coaching. Be authentic, not scripted. Revisiting pain is an ongoing process, especially with multiple stakeholders. Continuously discover new pain points. Use the funnel internally too, helping your team set goals to address their pain points. Coach them after setbacks when receptive. Overall, master the pain funnel with empathy and authenticity to help buyers solve problems and drive sales success.
Watch this video to learn how to succeed at repeatedly uncovering your buyers' pain points by adopting the doctor mindset and mastering the pain funnel process.
Timestamps:
00:02:34 Understanding the forgetting curve.
00:04:10 The power of reinforcement.
00:08:09 The importance of pain.
00:13:17 Gain in the future.
00:17:27 Pain with multiple decision makers.
00:19:31 Pain discovery and aligning.
00:24:58 Salesperson's drive and potential.
00:28:49 The importance of the journey.
00:31:44 Sports and Sales Lessons.
00:34:36 Overcoming challenges in running
Key highlights:
- Revisiting pain is an important aspect of the sales process.
- Understanding the pain of the buyer is crucial for success in sales.
- The forgetting curve suggests that 90% of information is forgotten within 30 days if not reinforced or put into practice.
- The concept of revisiting pain is similar to the approach taken by doctors when diagnosing and treating patients.
- A pain funnel is a tool used to uncover and understand the buyer's pain points.
- Salespeople need to take a doctor's approach and become trusted advisors to their buyers.
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sandler #sandlerworldwide
One common misconception about AI coaching is that people prefer human coaches over chatbots. However, research shows that many individuals prefer talking to a chatbot when it comes to mental health issues. According to studies conducted by Oracle and independent researchers, three out of four people would rather speak to a chatbot about their mental health than their manager, and two out of three would prefer a chatbot over their general physician.
tune in to this episode to discover the benefits of AI coaching in unlocking your full potential. Find out how AI can provide guidance and support in your personal and professional growth.
Timestamps:
- 0:01:16 Discussed the development and the need for AI coaching solutions
- 0:04:13 Covered advantages of AI coaching like accessibility and misconceptions about lack of human connection
- 0:06:11 Emphasized having an open attitude to get the most out of AI coaching
- 0:06:57 Compared appropriate uses of AI vs human coaching
- 0:10:06 Highlighted the importance of identifying problems for AI to address properly
- 0:11:13 Provided an overview of features like AI coaching, challenges, and access to human coaches
- 0:13:54 Talked about how conversing with an AI coach can help destress and improve wellbeing
- 0:15:46 Explained how challenges help build healthy habits over time
Key highlights:
- Research shows that people are often more comfortable talking to a chatbot about mental health issues than to a manager or physician.
- AI coaching can help individuals get out of a stressed state and reconnect with their thinking and creativity.
- Success is defined by a combination of curiosity and contentment.
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sandler #sandlerworldwide
How can you be intentional? Educate yourself, and focus on impact and equity to create real change!
In this episode, Dr. Nika White talks about intentional inclusion in the workplace. He believes that intentional inclusion means being proactive and strategic to create an inclusive environment, not just passively waiting for it to happen.
The conversation goes on by emphasizing that inclusion does not happen organically, organizations need to be intentional through policies, systems, and accountability.
Dr Nika states that belonging is the outcome of diversity and inclusion efforts. When people feel a sense of belonging, they perform better
Join us for a must-hear episode with Dr. Nika White, discussing the keys to achieving intentional inclusion! Don't miss out on this valuable opportunity.
Timestamps:
- 00:26 What is intentional inclusion and how does it work?
- 02:48 Creating a sense of belonging in the workplace.
- 05:16 How belonging is the outcome of diversity equity and inclusion.
- 07:41 Common mistakes people make when they are trying to be intentional.
- 09:54 How can we get smarter about defining learning and development philosophy?
- 12:15 How to create a culture of belonging.
- 14:57 Measuring the right things to make an impact.
- 17:33 How do you look at equity in the workplace?
- 20:12 What can the organization do to educate people about the community?
- 22:18 What success looks like for me.
Key highlights:
- Intentional inclusion requires being proactive, strategic, and calculated. Passively waiting for it to happen is not enough.
- Belonging, the outcome of diversity and inclusion efforts is important because it allows people to perform better and contribute more.
- Common mistakes include performative actions, lack of diverse leadership, and not measuring inclusion efforts properly.
- Simple things organizations can do include shifting mindsets to see inclusion as everyone's responsibility and educating themselves.
- Organizations should measure equity, not just equality, to drive sustainable change in policies, systems, and procedures
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sandler #sandlerworldwide
In this episode, Tom Albert, founder, and CEO of Measured Risk, discusses how understanding supply chain risk can be relevant in these fields. In addition, he also delves into the importance of inspiring others in leadership and sales. Tom emphasizes the importance of seeking other perspectives and ideas to increase the potential for success and generate more innovative solutions. To achieve this, he suggests creating a brain trust of thinkers who can facilitate a room where ideas can be shared and discussed. The video also touches upon the importance of mentoring and being around people with high-performing thinking and kindness at their heart!
Don't miss this episode with Tom Albert, founder and CEO of Measured Risk, as he shares insights on supply chain risk and how to inspire others to achieve their dreams and actions
Timestamps * 00:00:40 Sales pipeline and supply chain. * 00:03:51 The speed of trust. * 00:07:47 Sales Archetypes. * 00:11:12 AI tools and human leadership. * 00:16:29 Technology as a facilitator. * 00:19:00 Stepping out of corporate worlds. * 00:23:39 Exponential growth through partnerships. * 00:26:07 Overcoming personal and career challenges.
Key highlights * The importance of thinking nonlinearly and having a differentiated thinking style in business relationships. * Using technology and data to inspire and motivate teams without overwhelming them. * The relevance of supply chain risk management to sales pipeline management and leadership. * The mindset required to step out of the corporate world and become a business owner and entrepreneur. * The importance of mental agility, attitude, and curiosity in achieving success as a team. * Achieving goals through measured risk and taking little steps towards achieving one's goals.
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Are you looking to drive faster in decision-making in sales?
In this episode, Sandler coach Brian Jackson discusses how to succeed at driving faster decisions in sales. He emphasizes the importance of understanding the difference between false, self-serving deadlines and real deadlines that prospects have a personal and emotional investment in. Jackson suggests letting go of personal ego and asking clients when they need to make a decision and why that date is important to them. He also highlights the damaging effects of conditioning prospects to expect discounts and incentives at the end of the quarter.
Take action now to understand the importance of real deadlines and let go of personal ego in order to drive faster decisions in sales
Timestamps:
- 00:02:20 - The paradox of selling.
- 00:06:31 - Building Trust in Sales.
- 00:09:20 - Multiple decision-makers in sales.
- 00:10:47 - Individual decision-making.
- 00:15:28 - Creating Urgency in Sales.
- 00:17:23 - Trust-building sales strategies.
- 00:23:19 - Elite salespeople.
- 00:23:44 - Building Trust in Business.
- 00:27:27 - Financial impact on decision-making.
Key highlights:
- The emphasis is on the use of technology to drive decisions faster and more efficiently.
- It is highly important to be specific and clear in planning and scheduling.
- Setting specific times and dates for follow-up meetings or appointments can help ensure progress.
- Asking specific questions about deadlines and having contingency plans in place is significant.
- Understanding the urgency and importance of deadlines is crucial in driving faster decisions.
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Do your emails get tossed in the trash before they're even opened? Our guest, Jay Schwedelson, a globally-acclaimed subject line expert on email marketing and the genius behind SubjectLine.com, tells us why a captivating subject line might be your missing piece in this puzzle. Get ready to explore the world of effective email marketing as Jay breaks down the importance of crafting an impactful subject line and the power it holds in deciding the fate of your email.
We talk about strategies and timing in email marketing. Jay enlightens us about the art of timing emails for optimal results. Plus, we delve into different email audiences and the need to cater to their distinct preferences. Did we mention that Jay believes that unsubscribes can be beneficial? Yes, you're reading it right!
Jay shares his secret techniques to maximize the performance of your email campaigns. Discover how a simple 'PS' can significantly improve your click-through rate. Get to know why language and timing on buttons and links should be personalized to boost engagement. Also, learn about the importance of owning your 'email real estate' and why it's the only method to reach your entire audience effectively. As a cherry on top, we explore the power of HubSpot's Inbound conference and how to catch Mike and Jay live on the biggest sales and marketing stages in Boston this fall.
(0:00:02) - Mastering Email Marketing and Subject Lines
Jay Schwendensen shares attitudes and trends in email marketing, emphasizing the importance of a great subject line and personalization for success.
(0:09:57) - Email Marketing Behaviors
Jay Schwendensen shares email marketing tactics, timing, and why unsubscribes are beneficial.
(0:17:27) - Email Marketing Techniques
Jay Schwendensen shares tips to maximize email campaigns, including using PS for a 14% click-through rate, timing, and tailored language.
In this episode, David Thomas and Lisa Lattuca, who wrote a book called "Professors at Play: Playbook Real-World Techniques for More Playful Higher Education Classroom." share the importance of creating a more playful learning environment and the benefits of taking a playful approach. They also talk about how the current education system is under-optimized and how play can help fix it. In addition, they explore how play can stimulate creativity, innovation, motivation, and engagement, and how it can be incorporated into the classroom and the workplace.
If you're looking to gain valuable insights into creating an engaging learning environment and motivated, creative workplace culture, this conversation offers practical advice worth listening to in full.
Timestamps: * 00:02:34 Why people don't play and how did we get this boring in the first place? * 00:05:07 The mental health aspects and the breaks of play * 00:10:11 How play stimulates creativity, innovation, motivation, and engagement * 00:12:10 Different Frameworks for incorporating play into the Classroom and Workplace * 00:14:44 Navigating taste and bringing people into a playful taste * 00:16:34 Using Games to promote creative thinking in the Workplace * 00:18:43 Using children's books as role plays or case studies * 00:19:17 "The worst idea ever" technique for generating new ideas * 00:19:48 Negative reverse selling and using children's stories for roleplays * 00:20:36 The worst idea ever and Hidden Word game techniques * 00:22:14 Creating ongoing games and using prizes for play * 00:23:54 The importance of expanding feeling vocabulary for sales * 00:25:05 The Importance of Empathy and Feelings in Sales * 00:27:42 David's experience with failure
Key highlights * The way we do education today is, let's just say, under-optimized." * Without play, it's hard to mitigate some of that stress and burnout." * Play does create the flexibility of mind and energy, of heart, a connection to others that does allow you to become more creative, to innovate and deploy new concepts, to be motivated to do stuff, but also to engage in them. * Play is like this superpower that we have taught ourselves to be afraid of. * Success is finding what you're passionate about and directing your energy there. * Play is necessary for survival, but when you're trying to survive, play is the first thing you let go of.
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Prepare to revolutionize your understanding of customer education as we sit down with Courtney Sembler, Director of the HubSpot Academy. We venture on an informative journey, tracing the remarkable evolution of customer education from the 1980s to the present day. We shatter myths and misconceptions that have formed around it while highlighting its essential role in effective sales, marketing, and customer onboarding.
Delve into the fascinating world of AI and how it's reshaping personalized customer experiences. We explore how to stay ahead of disruption through continuous learning and staying connected. We then venture into the realm of content creation, discussing the merits and drawbacks of different content formats, from long-form to podcasts.
Finally, we turn our attention to effective customer education strategies, discussing ways to repurpose content and use AI tools to create engaging short videos. As we wrap up, Courtney shares valuable lessons from her career, discussing her mantra 'move forward always' and her favorite quote 'no design is small'. She opens up about her biggest failure and how it shaped her leadership style. So, join us on this exciting journey and walk away with insights from Courtney's rich experience in the customer education space.
Join Courtney and Mike at HubSpot's Inbound Conference, September 5-8th in Boston, MA: https://www.inbound.com/
(0:00:20) - The New Age of Customer Education
Courtney Stemler discusses customer education evolution, myths, marketing, sales, and onboarding.
(0:06:58) - Continuous Learning and Personalization With AI
Learning, staying connected, AI personalization, asking questions, content types, and engagement are discussed to stay ahead of disruption.
(0:11:35) - Effective Customer Education Strategies and Formats
We review repurposing content, using AI tools, different formats for learners, and the value of in-person events.
(0:17:47) - Benefits and Strategies of Customer Education
Combine different training formats, use microlearning, provide value before extracting value, and review adult learning basics.
(0:27:08) - Lessons Learned and Growth in Career
Courtney Stemler shares her mantra, discusses her biggest failure, and offers advice to Inbound attendees.
Join Courtney and Mike at HubSpot's Inbound Conference, September 5-8th in Boston, MA: https://www.inbound.com/
In this episode, Tom Scarda, franchise coach and advisor at the Franchise Academy, shares his insights on how to succeed at owning a franchise. He debunks common misconceptions about franchises and emphasizes the importance of evaluating oneself before evaluating business models. Tom also discusses the ideal attitudes and mindsets of successful franchise business owners and shares tips for overcoming fear and taking action.
If you're serious about becoming a franchise business owner and want insights from an industry expert on how to evaluate opportunities and set yourself up for success, this episode offers valuable advice worth listening to in its entirety.
Timestamps:
- 0:01:12 Common misconceptions about franchises and the importance of evaluating oneself.
- 0:03:52 Ideal attitudes and mindsets of successful franchise business owners.
- 0:07:09 Different types of franchise business owners and their ideal mindsets. The importance of following the system and doing the work.
- 0:07:58 The importance of having a clear vision and knowing your "why." ‘
- 0:09:27 How to choose the right franchise for you. "You're not buying a business, you're buying a system."
- 0:10:00 The balance required for a franchise model. It's a business with training wheels, so you get the help you need.
- 0:12:47 The process of evaluating and buying a franchise. It's important to work with a franchise coach and go through the legal requirements, cooling-off periods, and disclosures.
- 0:14:03 The importance of evaluating oneself and finding the right fit in a franchise. Knowing one's strengths and weaknesses and considering the time commitment and type of employees required.
- 0:15:00 The benefits and challenges of multi-unit franchising.
- 0:16:50 Tools, tips, hacks, and techniques for succeeding in franchising. Don't become infatuated with a concept and seek advice from podcasts and franchise coaches.
- 0:23:11 Resources available at the Franchise Academy and Sandler for aspiring franchise business owners.
- 0:23:50 The Franchise Academy offers free educational videos and a list of 39 questions to ask franchise owners during due diligence.
Key Highlights:
- Conduct an honest self-assessment of your strengths, weaknesses, values, vision, risk tolerance, and goals. Choose a franchise that leverages your strengths and aligns with your priorities.
- Evaluate various franchises, franchisors, and requirements to find the best opportunity. Look beyond fads and hype to options with a proven business model and dedicated support system.
- Partner with an expert franchise coach who can provide guidance based on years of experience. They help in assessing franchises, negotiating contracts, and avoiding costly mistakes.
- While self-evaluation and research are critical, taking action is ultimately required to achieve your goal. Move forward with confidence based on the preparation you’ve done, accept some uncertainty, and commit to overcoming obstacles.
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In this episode, we will be talking about how to find and hire the best talent. The successful hiring of top sales talent heavily depends on understanding the differences between a candidate's mindset and skillset. Recognizing the factors that contribute to a potential team member's success is essential in identifying those who have the right attributes to excel in their positions. Employers must be aware of a candidate's mindset, commitment levels, and optimism, as these inner qualities are crucial in making them thrive in the business environment.
Jamie Crosbie discussed the importance of concentrating on the will to succeed, especially when focusing on candidates in the middle level of the sales talent spectrum. She suggested that development should be emphasized from both a skillset and a mindset perspective. By doing so, sales managers can ensure that team members are motivated and dedicated, resulting in increased performance and a more successful sales team overall.
Timestamps:
- 00:01:41 - Salespeople in the Interview Process
- 00:04:21 - Mindset vs. Skillset
- 00:08:11 - The Importance of the Talent Pipeline
- 00:13:54 - Improving B Players
- 00:16:01 - Developing Salespeople's Skills
- 00:17:00 - Hiring Process Mistakes
- 00:19:02 - Ideal Hiring Process
- 00:22:34 - Importance of Simulations in Hiring
- 00:26:08 - Jamie's Career Success and Failure
Key Highlights:
- Hire slowly, fire quickly. But in today's marketplace, it's critical to move quickly once you find top talent.
- Think of your talent pipeline as your biggest revenue insurance, protecting your greatest asset - your people.
- Spend energy developing your B players, those who need skill development, not those who lack motivation and initiative.
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#sandler #sandlerworldwide
In this episode, Ryan Staley provides insights on how to succeed at selling SaaS. He believes that salespeople need to understand the misconceptions and ideal attitudes for selling SaaS to succeed.
Selling software as a service (SaaS) is a unique challenge that requires a specific set of skills and strategies. Ryan Staley, the CEO of Whale Boss and host of the Scale Up show, has spent years helping SaaS companies scale their sales teams and revenue. In this episode, we'll explore some of the key themes including the ideal attitudes and beliefs for selling SaaS, common misconceptions, the importance of quantifying results, building emotional alignment with customers, and the importance of work-life balance.
Timestamps:
- 00:01:47 Ryan's background and how he got into sales
- 00:05:37 The importance of self-reflection
- 00:08:47 The Role of sales leadership
- 00:11:20 Building a sales team
- 00:14:17 The importance of culture in sales teams
- 00:17:30 The Role of Technology in Sales
- 00:19:12 The future of sales
- 00:23:59 The biggest failure and lesson learned
Key Highlights:
- Understand misconceptions and embrace the challenge and grind to succeed at selling SaaS.
- Patience, especially for big deals. Use neuro-linguistic programming for quick responses.
- Keep prospecting. Every "no" builds success. Survivor bias - persist to win.
- For big deals, validate ROI and cost assumptions. Identify key players and priorities. Know motivations.
- Deciding what not to do is as important as deciding what to do.
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sandler #sandlerworldwide
Are you looking to up your sales game?
In this episode, Collin Mitchell, VP of Sales at Lithium and host of the Sales Transformation Podcast, joins the show to talk about the power of selling to the person and not the persona.
In today's tech-driven world, it's easy to get lost in a sea of AI and tech tools. But Colin reminds us that the key to success is tailoring the sales process to the individual customer based on their personality and what they care about. He shares valuable insights on how to build a connection with customers, from prospecting to negotiating and closing.
So if you're ready to take your sales game to the next level, make sure to join this episode!
Timestamps:
- 0:00:18 - Selling to the Person and Not the Persona with Colin Mitchell
- 0:02:23 - The Power of Human Selling in the Age of AI
- 0:04:14 - Exploring the Benefits of AI for Sales Teams
- 0:08:02 - Exploring the Benefits of Technology in the Sales Process
- 0:13:57 - Leveraging AI and Human Instincts
- 0:20:56 - Selling to the Person, Not the Persona
- 0:22:44 - Applying Sales Methodology Differently to Every Call
- 0:24:46 - Succeeding at Selling to the Person, Not the Persona
Key Highlights:
- Human salespeople are most valuable in tailoring the sales process to the individual customer, not just a general persona.
- Technology should be leveraged at different stages of the sales process, depending on the specific use case. This can include early prospecting, marketing automation, conversational intelligence, and follow-up and closing tactics.
- Use technology to enhance the sales process, not replace it entirely. AI can be used to read scripts, but human judgment is still valuable in sales.
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sandler #sandlerworldwide
Do you want to establish lasting connections with clients and boost your sales success? As a construction business owner, you need a solid sales strategy that enables you to cultivate enduring relationships with your customers. In this episode, I'll reveal the key solution to achieving sustained success in your sales efforts - fostering long-term client partnerships.
In today's rapidly shifting business environment, contractors face challenges such as embracing new technology and improving communication within their organizations. Being adaptable and open to change is essential for commercial construction businesses to thrive and remain competitive. Customized sales training tailored to an organization's specific requirements is critical, enabling businesses to develop a customized system that works best for their needs and circumstances.
Timestamps:
- 00:06:15 - Attitude for Success in Commercial Construction
- 00:11:03 - Good Behavior for Contractors,
- 00:13:44 - The Importance of Building Relationships in Commercial Construction,
- 00:14:02 - Story of a Successful Contract,
- 00:14:55 - The Importance of Discounts in Winning Business,
- 00:19:31 - Essential Techniques for Commercial Construction,
- 00:21:03 - Turning Interviews into Pain Meetings,
- 00:23:11 - Project-Centric Satisfaction Meetings,
- 00:28:52 - Bringing Passion Back to the Industry,
- 00:29:12 - Challenges, Solutions, and Closing Thoughts
Key Highlights:
- The attitude that leads to success in commercial construction is one where the only way to win is to help your client win.
- Change orders are the gift that keeps on taking. They take away from relationships, trust, and integrity.
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In this episode, Herb Cogliano, an experienced executive business coach who has helped numerous midmarket businesses achieve exponential growth shares his insights and strategies on how to scale up your business to the next level. From identifying the key factors that can inhibit growth, to unlocking the potential of your people and your company, Herb provides practical tips and advice that you can start implementing right away.
Whether you're a small business owner looking to take your company to the next level, or a midmarket business owner facing growth challenges, this episode is for you. Don't miss out on this opportunity to learn from one of the most experienced business coaches in the industry. So, tune in now and get ready to take your business to new heights!
Timestamps:
- 01:39 - The growth framework for midmarket business owners
- 03:55 - Common mistakes people make when trying to grow their business
- 08:15 - The ideal attitude of someone who wants to go big in their business
- 10:07 - Going from zero to one or 10 employees
- 14:09 - Ownerships vision for the company
- 16:18 - Strategies for scaling a company
- 17:53 - The four stages of scaling a company
- 22:08 - Using cash as a tool to grow a company
- 24:18 - Biggest failure lesson learned and biggest hurdle to overcome
Key Highlights:
- Many midmarket business owners struggle with the growth paradox - the more successful their company becomes, the more complex it becomes, leading to more challenges in managing people and dealing with drama.
- The growth journey included promoting and growing employees, leading to increased sales and profits.
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Discover the transformational power of intentional inclusion in our enlightening conversation with Dr. Nika White, founder of Nika White Consulting and author of "Inclusion Uncomplicated." Learn how being proactive, strategic, and possessing foresight can pave the way for creating inclusive environments where everyone can excel and feel a genuine sense of belonging. We also debunk common misconceptions around inclusion, emphasizing that it isn't a zero-sum game, but rather requires a harmonious blend of diversity, equity, and inclusion for people to truly feel accepted and validated.
In the latter half of our discussion, we tackle the challenge of fostering belonging within organizations without labeling it as a DEI event. Dr. White underscores the significance of measuring and monitoring the work's impact instead of just the activity itself. The key lies in having the voices of those with lived experience at the table, ensuring that decisions cater to the needs of diverse individuals. Don't miss out on this insightful episode with Dr. Nika White and learn how to excel through intentional inclusion.
(0:00:05) - How to Succeed With Intentional Inclusion (12 Minutes)
We explore what it means to be intentional about inclusion and the power behind the word intentional. I explain how being intentional requires us to be proactive, strategic, and have the foresight to create inclusive environments. We also discuss the common misconceptions around inclusion and the importance of intentionally creating a sense of belonging. I emphasize that inclusion is not a zero-sum game and that it requires a combination of diversity, equity, and inclusion for people to feel accepted and validated truly.
(0:12:22) - DEI Implementation and Measurement (14 Minutes)
How can we create a sense of belonging within organizations without explicitly making it a DEI event? It's not just about what we call the work, it's about doing the work, and the mindset shift needed to make a difference. We need to measure and monitor the impact of the work, rather than just the activity. Having the voices of those with lived experience at the table is essential to ensure that decisions impact the needs of those who look different.
In this episode of the "How to Succeed" podcast, bilingual sales trainer Jorge Saunders joins to discuss the principles of selling in Spanish in North America.
Saunders addresses the approximately 53 million Spanish speakers in North America and emphasizes the importance of delivering training in their mother tongue to ensure comprehension and success. This episode also covers the bilingual experience and the importance of mastering English and Spanish for sales professionals.
Gain expert insight on mastering Sandler Sales in Spanish with these tips and strategies for success – don't miss it!
Timestamps:
- [00:01:14] Selling in Spanish and How It Is Different.
- [00:04:56] Separating personal and professional.
- [00:09:43] Cultural differences in business.
- [00:11:14] Accountability in Latin American Business
- [00:15:28] Learning in your mother tongue.
- [00:15:38] Adjusting Sandler techniques.
- [00:22:00] Global sales training rollouts.
- [00:26:30] Lessons learned in sales.
Key highlights:
Success is achieved when you have a clearly defined goal that you pursue passionately every single day, driven by your love and dedication toward it.
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Revolutionizing the Sales Landscape: Exploring the Power of AI in Sales and Customer Service with AI For Sales expert, Chad Burmeister.
Discover the transformative power of artificial intelligence in sales as Chad Burmeister, founder of BDR AI and host of the AI for Sales podcast, joins me for an enthralling discussion on how AI is revolutionizing the sales landscape. We tackle the burning question on everyone's minds: will AI replace jobs? Together, we unveil the countless ways AI can optimize time and provide efficient solutions for creating websites, emails, presentations, and scripts, while also emphasizing the importance of understanding the differences between humans and AI.
Venture further into the world of AI with us as we examine the potential of AI-powered conversation bots to assist sales teams with inbound leads. Learn how AI can be programmed to handle objections, route inbound leads to the appropriate team or individual, and prevent drift. We'll also delve into the role AI plays in customer service scenarios, such as lowering the barrier of resistance for customers when they call in. Don't miss out on this opportunity to explore the fascinating world of AI tools and techniques and their potential impact on the future of sales.
(0:00:06) - AI Sales Success
Chad and I discuss AI's potential to optimize time, add humanization, and move from Gmail to an abcco account.
(0:13:24) - AI-Powered Digital Sales Assistants
Chad Burmeister and I discuss AI-powered conversation bots, handling objections, routing inbound leads, drift prevention, and customer service scenarios.
(0:19:45) - AI in Sales Techniques
Chad and I discuss AI tools, intent data, Infotelogen, Bambora, Humantic AI, ChatGPT, and automated voice/script generators for sales teams.
In this episode, Megan Miller, who is an intentional expert, speaks on the podcast about intentional selling, offering advice on how sales professionals can stay on top of their game in the midst of chaos.
She explains the importance of being able to choose who to spend time with and to think of what success looks like and emphasizes the concept of working together with others instead of competing against them. Finally, she speaks on the need to check one’s mindset in the morning and to be intentional with decisions being made.
If you want to gain knowledge about Intentional Selling: Strategies and Tips for Successful Sales, then you must not miss this episode!
Timestamps:
- 00:04:46 Community over competition.
- 00:05:20 Work smarter, not harder.
- 00:10:30 Take Time For Yourself.
- 00:15:38 Sales strategies and intuition.
- 00:16:19 Trust your intuition.
- 00:20:26 Defining success for yourself.
- 00:21:31 Find happiness in the present.
- 00:23:31 Lessons learned in sales.
- 00:26:12 Trust yourself and take action.
- 00:27:08 Connect to build relationships.
Key highlights:
We shouldn't get frustrated when we have a bad day and we shouldn't get too excited when we have a good day because that day was predicated on all of those other days. The best way is to enjoy and embraces both of them.
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In this episode, Jeff Stasiuk talks about the significance of writing effective field copy that can grab people's attention and lead them toward the sales funnel.
He shares how some people make the mistake of being too forceful and aggressive, and that there's a need for sales copy tools that can guide potential customers smoothly towards the end of the funnel, which is making a purchase.
So, if you're interested in learning about effective sales and retention copy, then this video is a must-watch!
Timestamps:
- 0:00:02 How to Write Field Copy That Captures Attention and Gets People Into Your Funnel
- 0:02:32 The Benefits of an Abundance Attitude in Modern Business Processes
- 0:04:28 The Power of Attitude in Modern Selling: How to Develop the Right Intent and Mindset
- 0:08:19 Conversation Summary: Doing Business with the Right Message at the Right Time
- 0:12:39 15 Tips for Writing Effective Sales Copy
- 0:14:27 5 Tips for Personalizing Your Communications
- 0:16:14 Sales Tips and Tricks for Developing the KLT Factor
- 0:20:50 Establishing Belief in Your Messages
- 0:22:31 Unlocking the Power of Sales Enablement Copywriting
- 0:24:04 The Benefits of Mentorship: AI Copywriting and Biggest Regrets
- 0:27:21 Tips for Leveraging AI to Enhance Your Copywriting
Key highlights:
When it comes to sales and advertising, the discussion centers on the significance of having the appropriate message for the right person at the right moment. This entails recognizing each potential customer's position in the sales funnel and customizing the message for each one.
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In this episode, we are joined by Dan Solin, a New York Times bestselling author and President of Solin Strategic LLC and Evidence-Based Advisor Marketing. Dan will be discussing his expertise on "How to succeed at relating to anyone". Dan believes in evidence-based practices and strategies to build relationships with anyone.
Whether you are in business or just trying to connect with others, Dan's insights and tips will be valuable for anyone who wants to improve their communication skills and build stronger relationships. Tune in to this video to learn from Dan's wealth of experience and knowledge.
Timestamps:
- 0:00:21 How to Succeed at Relating to Anyone
- 0:03:20 Common Misconceptions in Sales and the Science of Interpersonal Relations
- 0:04:50 Asking Questions and Building Relationships
- 0:09:00 Exploring the Difference Between Introverts and Extroverts
- 0:10:29 Creating an Emotional Connection, Likeability, and Trust
- 0:12:10 The Advantages of Being an Introvert in Sales and Service Roles
- 0:16:52 Assumptions in Sales and the Benefits of Asking Questions
- 0:18:46 The Benefits of Trusting Prospects During the Sales Process
- 0:21:21 Defining Success and Building Trust
- 0:23:26 Exploring Contentment, Self-Awareness, and Success
- 0:26:13 The Power of Risk-Taking and Curiosity
- 0:28:16 The Impact of Automation on the Human Workforce
Key Highlights:
There are a lot of positives to being an introvert and to being an extrovert. Yet it turns out—and this was a significant realization—that the best approach to win people over is to give them the confidence to talk positively about themselves. Nothing makes people happier than chatting about themselves.
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sandlerworldwide #sandler
In this episode, Deb Ellenberg, the author of LinkedIn The Sandler Way, shares proven strategies for maximizing your lead generation efforts on LinkedIn. Whether you're a business owner, sales professional, or marketing specialist, you'll learn how to find more prospects in less time and grow your business on LinkedIn. From optimizing your profile to building a targeted network and leveraging advanced search features.
Deb will show you how to get the most out of this powerful social media platform. Don't miss this opportunity to learn from an expert and take your lead generation to the next level!
Timestamps:
- 0:00:15 Leveraging LinkedIn for Prospecting with Deb Ellenberg"
- 0:03:03 Attitudes for Leveraging LinkedIn for Prospecting
- 0:05:08 Leveraging LinkedIn for Sales Professionals: Attitude and Behavior
- 0:06:54 Leveraging LinkedIn for Cold Outreach: Tips and Techniques for Successful Prospecting
- 0:14:24 The Benefits of Intentional Networking on LinkedIn
- 0:16:10 Hacks for Successful LinkedIn Networking
- 0:17:47 Tips for Effective Networking on LinkedIn
- 0:19:52 Leveraging LinkedIn for Prospecting
- 0:21:48 Conversation Summary: Defining Success
- 0:23:08 Overcoming Head Trash and Finding Success with Sandler Training
Key Highlights:
Salespeople should have a mindset of connecting and engaging with people on the platform rather than trying to pitch them immediately and having the right attitude and mindset when using LinkedIn as a salesperson is necessary.
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In this episode, Jordan Ledwein will join us to share the most effective way in revolutionizing the sales industry by harnessing the power of Artificial Intelligence and cutting-edge sales technology. From personalized customer interactions to automating tedious tasks, Jordan knows how to unlock the true potential of AI in the world of sales.
Join us as we explore the exciting world of AI in sales and discover how you can take your business to new heights.
Timestamps:
- 0:00:24 AI in Sales with Jordan Ledwin
- 0:02:27 Leveraging Technology for Sales
- 0:04:24 Exploring the Benefits of AI for Sales Managers
- 0:05:52 Leveraging Technology to Engage and Not Hide
- 0:10:57 Leveraging AI in Sales and Marketing
- 0:12:14 Exploring the Benefits of Chat GPT for AI-Powered Sales
- 0:14:02 Benefits of Chat GPT for Sales Professionals"
- 0:20:15 Unlocking Your Sales Potential with AI Tools
- 0:24:35 The Benefits of Lifelong Learning
Key Highlights:
AI can help you to close the largest deals as it allows you to understand your buyer, understand how they communicate, and develop a solution and proposal for them.
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Looking for a way to create an engaging and effective product demo? Look no further than a story-led demo! In this episode of the How to Succeed Podcast, Nick Capozzi will join us to discuss the power of story-led demos and how they can help you succeed.
Through the use of relatable and compelling stories, story-led demos can effectively highlight the benefits and features of your product or service. And with Nick's expert guidance, you'll learn the keys to crafting a story-led demo that will captivate your audience and drive sales.
So, whether you're a sales professional, marketer, or entrepreneur, this episode is a must-listen. Grab a pen and paper, sit back, and dive into the world of story-led demos with Nick Capozzi and the How to Succeed Podcast!
Timestamps
- 0:00:25 How to Succeed at Storytelling in Sales Demos with Nick Capozi
- 0:03:24 Common Misconceptions and How to Make Buyers the Hero of the Story
- 0:04:28 Using Vivid Imagery to Paint a Picture of Your Prospect's Pain Point
- 0:06:40 Benefits of Using Stories in the Sales Process
- 0:08:23 The Benefits of Self-Training in Sales
- 0:10:28 Using Gong and Search to Improve Sales Performance
- 0:11:37 The Importance of Storytelling and Training in B2B Sales
- 0:13:19 Using Demo Stack to Enhance Your Storytelling Skills
- 0:16:52 The Importance of Knowing Your Demo and Pacing in Sales Interactions
- 0:18:27 Exploring the Power of Pattern Interrupts and Negative Reverse Selling
- 0:23:59 Demo Stack on Iron Sharpens Iron and Sales Leadership
Key Highlights
A story-led demo is a powerful technique that can help you capture your audience's attention and effectively convey your message. Whether you are trying to sell a product, or service or explain a complex idea, a story-led demo can help you do it more effectively.
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On this episode from the How To Succeed podcast, we have Stephanie van Dam discussing how to become fearless. She believes that in order to overcome fear and reach the next level of success, one needs to break through the fear and take action. Enjoy watching how to conquer fear and develop confidence in order to be successful in sales.
Timestamps:
- 0:00:02 Fearlessness with Stephanie Van Dam
- 0:02:12 Fear and Attitude for Stretching Comfort Zones
- 0:04:26 How to Manage fear
- 0:08:35 The Benefits of Taking Breaks to Reduce Stress and Increase Confidence
- 0:10:44 Managing Fear and Stress in Sales: Strategies for Relaxation and Curiosity
- 0:12:52 Techniques to Overcome Fear in Sales and Leadership
- 0:14:25 Techniques to Overcome Self-Doubt and Achieve Success
- 0:17:26 Conquering Fear and Doubt Through Self-Reflection and Journaling
- 0:19:16 Becoming Fearless in Uncertain Times
- 0:21:07 Defining Success and Overcoming Fear of Failure
Key Highlight:
Fear is an emotion that we can often deny or avoid. It plays a big part in staying in our comfort zone and can stop us from achieving our goals. To overcome this, we should ask ourselves what we would do if we knew we couldn't fail. This will help to build awareness of our fears and to recognize that being fearless is a lifestyle, not an innate quality.
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This week we welcome Martine Kalaw, author of The ABCs of Diversity: A Manager's Guide to Diversity, Equity, and Inclusion in the New Workplace. Tap into your organization’s full potential through understanding and strategic implementation of the best DEI Practices. Learn how to create an inclusive work environment to encourage your employees to show up every day without the fear of saying or doing the wrong thing.
Find Martine Kalaw at: https://martinekalaw.com/
Martine Kalaw discussed: Why she chose the title ABCs of Diversity, as it is intended to be a primer to support managers and HR in understanding and navigating the conversation around Diversity, Equity, and Inclusion. How the media's introduction of Diversity, Equity, and Inclusion with academic jargon has caused people to be scared of saying the wrong thing and not engage in the conversation. She encourages people to instead focus on learning, listening, understanding, validating, and evolving.
Timestamps:
- 0:00:02 Exploring the ABCs of Diversity with Martine Kalaw
- 0:02:25 Conversation on the ABCs of Diversity, Equity, and Inclusion for Managers and Human Resources Professionals
- 0:04:46 Utilizing Existing Management Skills for Diversity, Equity, and Inclusion Initiatives
- 0:06:28 Common Misconceptions and Attitudes Around Diversity, Equity, and Inclusion (DEI) in Sales
- 0:11:37 Exploring the Benefits of Diversity in Sales
- 0:15:09 Strategies for Establishing Equity and Inclusion in the Workplace
- 0:17:36 Exploring Strategies for Increasing Representation and Mitigating Bias in the Workplace
- 0:23:39 Increasing Representation and Performance Through Diversity Initiatives
- 0:25:45 Leveraging the Benefits of Remote Work for Diversity, Equity, and Inclusion
- 0:31:59 Brainstorming Solutions for Engaging Virtual Meetings
- 0:33:36 Defining Success and Improving Virtual Meetings
- 0:35:10 Biggest Lesson Learned and Favorite Quote
- 0:37:21 The ABCs of Diversity and Succeeding with DEI
Key Highlight:
The key to success is to have the right attitude and set up systems and techniques to have open conversations.
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In this episode, we sit down with Duane Cerny, the author of Dead People’s Things, to discuss the sales lessons from selling vintage furniture and clothing. Dwayne explains how he decided to switch career paths from a lawyer to a business selling mid-century modern furniture when he was around the age of 30.
He had been doing other businesses that had been successful, and he remembered fondly his childhood spent in his mother's basement, surrounded by furniture from the 1950s. He was able to live on just $1,000 a month and put any money he made back into the business. 32 years later, he owns the largest multi-dealer antique store in Chicago.
Find Duane Cerny and his book at https://sellingdeadpeoplesthings.com/
Timestamps:
- 00:00:02 Conversation between Mike Montague and Dwayne Cerny on Selling Dead People's Things
- 00:02:07 Exploring the Journey of a Mid-Century Modern Entrepreneur
- 00:03:18 "Exploring the Value of Vintage Items: A Conversation with a Dealer"
- 00:06:54 Conversation on Buying and Selling Fashion Trends
- 00:09:55 Conversation on Selling Rare Items to Couples
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In this episode, we sit down with Stephanie Paul to discuss the magic of the story and how to use it to engage and influence any audience. Stephanie is an author and speaker coach who coaches executive sales teams, TEDx speakers, fundraisers, and other experts on how to become better storytellers and presenters. She believes that story is prewired into our brains, which is why it is so important to tickle that part of the brain.
Stephanie explains that a story should be more than just a list of facts; it should be a message that emotionally moves us in some capacity. She has helped over 30 presenters craft compelling and concise stories as well as become better presenters.
Find Stephanie Paul at https://stephaniepaulinc.com/powerfulgift/
Timestamps:
- 0:00:02 Unlocking the Magic of Story to Influence and Engage Any Audience
- 0:02:45 Common Myths and Misconceptions in Storytelling and Presenting
- 0:04:58 Conversation on the Power of Humor and Playfulness in Storytelling
- 0:09:18 "The Ideal Attitude for Matching Content and Audience"
- 0:14:23 Conversation on Power, Credibility, and Storytelling
- 0:16:15 Topic: The Power of Vulnerability and Connecting Through Authenticity
- 0:19:33 Conversation on Human Behavior
- 0:21:04 Conversation on Crafting Effective Presentations and Stories
- 0:23:01 "Using Storytelling to Engage and Influence Any Audience"
- 0:26:50 Defining Success and Crafting Engaging Talks
- 0:28:40 Unlocking the Magic of Story and Succeeding in Your Career
- 0:33:47 Conversation on Connecting with an Audience and Recommended Techniques and Hacks
- 0:35:10 A Conversation on Biohacking and Sandler Training
Key Highlights:
- Stephanie stresses the value of being enthusiastic and having fun while communicating a message, whether it is to an audience or when trying to sell anything.
- Before focusing on the facts and data, you should first focus on your passion and energy while developing your ideas. It is crucial to scan the room and assess the audience before deciding how to deliver their message.
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This episode features Brad Ferguson as our guest. We talk about how to create a 30-Second commercial successfully. Brad advises salespeople to target their ideal clients and specify the issues that others are facing that they can resolve. He challenges them to consider what they provide the market and how they vary from their competition.
The concept of a 30-Second commercial is a concise way of describing what you do and the problems you solve to potential customers. We also discuss different elements of a 30-Second commercial such as a brand promise, value proposition, and elevator pitch. In a nutshell, the conversation highlighted the importance of having the appropriate demeanor while talking with clients and the significance of having a concise and engaging 30-Second commercial.
Timestamps:
- 0:00:02: How to Succeed at Designing Your 30-Second Commercial with Brad Ferguson
- 0:02:43: Exploring the Benefits of a 30-Second Commercial
- 0:07:45: Crafting an Effective 30-Second Commercial
- 0:09:13: Establishing Rapport and Understanding the Prospect's Needs in Sales
- 0:13:08: Creating a 30-Second Commercial: A Step-by-Step Guide
- 0:15:59: Working with Mid-Sized Construction Companies to Solve Sales Process Frustrations
- 0:18:01: Exploring the Power of Assumptive Close and Reverse Psychology
- 0:22:22: Sandler Rule Concept and Life Lessons Learned
- 0:24:36: Designing Your 30-Second Commercial: Attitude, Behavior, and Technique to Succeed
Key Highlights:
- The importance of the 30- Second Commercial, a technique used in sales to create a connection with a new prospect.
- The topic of discussion is advice on how to write a 30-Second commercial or elevator pitch. It is crucial to mention the USP, or unique selling proposition, that sets the company apart from rivals. But until the issue the company can resolve is found, this shouldn't be the main focus. It is essential to address both the advantages and features of the service as well as the discomforts and issues that the client is experiencing.
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How To Accurately Track & Measure Your Sales Success
In this episode, we sit down with Jennifer Smith, CEO and founder of Scribe, an automatic process documentation software. We discuss how people should go beyond simply looking at revenue when tracking sales success and instead focus on three levels: the number of deals, the new accounts acquired, and the existing accounts expanded. By taking a variety of metrics into account, sales teams can better track their success and make sure that they are achieving their goals.
The conversation revolves around the concept of success and how to accurately measure it in terms of a company's overall strategy, sales team goals, and individual performance. Jennifer also notes that when considering success, the company must think about its overall strategy, marketing plans, product development, and efforts to drive user behavior.
Timestamps:
- 0:00:03: How to Track Real Sales Success
- 0:02:32: Setting Goals for Company Success and Sales Team Performance
- 0:04:00: Exploring Quality over Quantity in Sales Leadership
- 0:05:02: Discussion on Efficiency in Sales Processes
- 0:11:11: Understanding Buyer Intentions to Maximize Efficiency in Sales Processes
- 0:12:36: Automating Time-Consuming Tasks in Sales
- 0:15:18: Leveraging Unique Strengths to Maximize Sales Success
- 0:17:06: Maximizing Selling Time for Sales Professionals
- 0:19:23: Maximizing Efficiency in Sales: Strategies for Reducing Time Spent on Repetitive Tasks
- 0:20:43: Leveraging Opportunities for Increased Efficiency and Productivity
- 0:22:44: Tracking Team Sales Success: Leveraging Qualitative Metrics for Growth
- 0:25:37: Tracking Real Sales Success
- 0:27:55: Optimizing Sales Performance with Jennifer Smith, CEO and Co-Founder of Scribe
- 0:30:58: Overcoming Limiting Beliefs and a Favorite Quote
- 0:33:08: Explaining how Scribe Works
- 0:34:36: Unlocking the Benefits of Scribe
Key Highlights:
- What does success look like?
- How to efficiently measure your success
- Leading indicators that could help you attract real sales success
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How to Generate More Leads and Drive Sales with Demand Creation
In this episode, we sit down with Christopher Roche, CEO of Catalyst Consulting, to discuss how to succeed at creating demand. Christopher explains that lead generation is the typical marketing approach used by companies, but it often leads to frustration due to unqualified leads.
Christopher offers advice on how companies can create demand in their markets, such as by utilizing webinars, ebooks, and white papers to engage their target audiences. Additionally, he emphasizes the value of establishing rapport with clients and offering them content appropriate to their needs. By implementing these techniques, companies can increase demand in their markets and produce more qualified leads.
Timestamps:
- 0:00:03 Creating Demand: A Conversation with Christopher Roche
- 0:02:04 Exploring solution-aware prospects and the Sandler Rule for Sales Teams
- 0:04:00 The Role of Education in Sales and Marketing: A Discussion on Attracting New Audiences
- 0:06:51 Strategies for Capturing Demand Through Paid Cold Traffic Social Ads
- 0:08:24 Exploring Paid Social Strategies for Demand Generation
- 0:09:50 Attribution Tracking and Self-Reported Attribution for Marketers and Sales Professionals
- 0:12:26 Exploring Different Channels for B2B Marketing
- 0:15:19 Exploring the Balance of Paid Promotions
- 0:17:18 The Benefits of Social Organic Marketing for Sales Leaders
- 0:18:23 Tips and Tricks for Effective Digital Marketing Strategies
- 0:20:36 Leveraging Social Media for Small Business Growth
- 0:22:34 Social Selling Strategies for Sales Reps
- 0:23:49 Non-Sales Tips for Following Up With Prospects
- 0:26:16 Interview with Christopher Roche: Defining Success in His Career
- 0:31:31 Creating Demand Through Long-Term Investment
- 0:32:37 Creating Demand Through LinkedIn
Key Highlights:
- Have a long-term objective and begin with easy victories, to attract potential audiences with demand. Setting up demand-capture websites like Google Ads and Bing Ads, retargeting, and running paid social ads to hold traffic can help with this.
- Use social media as a tool to grow your business.
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Find Christopher Roche at: https://www.linkedin.com/in/chrisjroche/
The One Skill You Need for Success in Sales: Emotional Intelligence
In this episode, we sit down with Phil Johnson, the founder of the Master of Business Leadership program, to discuss the importance of emotional intelligence (EQ) and how influential it is to drive revenue, productivity, and profitability. He offers some of his tried-and-true tactics on how EQ can set you apart from the competition and how to cultivate it.
We’ll also be talking about some of the high-end companies that are generating exorbitant revenues by primarily focusing their hiring on emotional intelligence.
Timestamp:
- 00:00:50 What is emotional intelligence (EQ) and how is it used in business?
- 00:02:47 What errors do people frequently make?
- 00:03:55 How does the development of your EQ help you?
- 00:04:28 Call-to-action regarding the employment of EQ
- 00:06:10 Inquiries concerning a person's emotional intelligence (EQ)
- 00:08:43 How EQ supports change.
- 00:10:38 What exact role does EQ play in raising revenue?
- 00:15:20 Beginning point for developing EQ
- 00:16:45 How does EQ differ from IQ?
Key takeaways:
- Emotional intelligence is the ability to perceive your own emotions and those of others, manage them, and use them for personal growth. It's also known as EQ or EQD, and it's a pillar of self-awareness and interpersonal effectiveness.
- The development of our emotional intelligence guarantees career, personal, and organizational success. It is a crucial part of your success in any industry or business, and it's something that you can develop and improve.
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Find Phil at: https://www.linkedin.com/in/philipjpjohnson/
Tips and strategies to find a new career for veterans and other life changes.
In this episode, we sit down with Michele McManamon to discuss her inspiring journey as the CEO and co-founder of Operation New Uniform. A former Sandler trainer and owner of a business powered by the renowned training program, she shares how veterans can successfully transition from military service into their new careers. Discover invaluable insight on finding your ideal job role, developing appropriate attitudes for success, and setting achievable goals that will help you make an impact in today's competitive world!
Veterans and those enduring a career reset frequently face daunting challenges. Our discussion emphasizes the importance of maintaining a positive attitude, speaking persuasively about one's resume, filling any gaps through volunteer experience or training opportunities available to those who are determined, all while having confidence in oneself for having gained valuable knowledge along the way that makes them uniquely qualified.
Timestamps:
- 0:02:14 Top Challenges Faced by Vets and Others Seeking a New Career
- 0:04:06 The Benefits of Sandlot Training for Professional Athletes
- 0:05:31 Attitude and Behaviors for Career Success
- 0:09:02 Finding a Career and Networking for Success
- 0:10:28 Strategies for Landing a New Job
- 0:14:37 Leveraging Your Skills and Talents to Find a New Job
- 0:22:04 Supporting Veterans Through Sandler Training Programs
Key Takeaways:
For successful career growth and personal satisfaction, it is critical to find supportive mentors who can provide guidance in understanding goals. In addition, having a balance of work and enjoyment along the journey will lead to greater success in life.
In order to be successful in sales, it's important for individuals to take steps that will effectively position them as credible professionals. This could include setting up a personal LinkedIn profile and being mindful of certain behaviors so they are seen positively rather than coming across as sleazy or pushy.
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The Solutionary Mindset with Michael Matherws, VP for Innovation and Technology, Oral Roberts University
Join us as Michael Matthews shares his expertise on becoming a Solutionary - someone who applies their time, intellect, emotion, and passion to solve today's most pressing issues. By understanding that there are no one-size-fits-all solutions for everything but rather tailor-made answers for each problem at hand, Mike outlines how this concept is key in assisting clients and employees to reach better outcomes. Whether you're working in sales or leading an organization, it is worth tuning into our episode!
Michael Matthews is a solutionary, or a problem solver, who drives innovation, sales, and results. He believes that a common mistake people make is trying to boil the ocean or doing too much too quickly. Anything is possible, but it's important to understand the timing and the season of the problem. Michael advises to use third-grade logic, pay attention to people's emotions, have compassion, and find a solution to the problem.
Timestamp:
- 0:02:24 Understanding the Ideal Attitude of a Solutionary
- 0:03:59 Understanding How to Solve Problems and Meet Quotas
- 0:05:28 Solutionary Strategies for Driving Innovation and Results
- 0:08:30 Finding Solutions to Difficult Problems
- 0:09:45 The Impact of Virtual Reality in Reducing Opioid Addiction
- 0:11:28 Behavior and Doing the Right Thing at the Right Time as a Solutionary
- 0:13:59 Benefits of Relaxed Selling and Celebrating Later
- 0:16:51 Building Professional Relationships and Finding Innovative Solutions
- 0:18:08 The Benefits of Skinware for Immersive Learning
- 0:20:19 Exploring the Benefits of Fluid Education
- 0:24:21 Reflection on Career Success
- 0:25:37 Attitude and Actions for Being a Solutionary
Key Takeaways:
You can bring a lot more value with intelligence by synthesizing that data, telling them what it means, or using it to solve a problem than you can with anything else.
A solutionary is someone who is willing to invest time, intellect, emotion, and passion to find solutions for today’s problems. There is no silver bullet for every issue, but there is a solution for every problem.
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In this episode, Dr. Benjamin Hardy will show you how to create the life you want by being your future self now!
He'll explain why it's so important to have clarity on what you want and how to ACTUALLY achieve it.
Timestamps:
0:00:03 Exploring the Science of Future Self
0:02:27 Shifting Identity and Visualizing Your Future Self
0:04:05 Powerful Attitudes for Learning, Growth, and Change
0:07:37 Long-Term Goals and Behavior: Reflections from Ben Hardy's Ten-Year Journey
0:11:55 Self-Evaluation and Future-Focused Decision-Making
0:13:35 Raising Standards and Building Resilience
0:21:03 The Benefits of Being in the Right Set and Setting for Bigger Commitments
0:26:27 Setting Milestones for the Future and Achieving Family Goals
Key Takeaways:
-
We need decisions and choices that make our future self and future life better.
-
One of the most useful tools or techniques when you're thinking about your past, present and future selves are regularly recognizing and framing even your current versus your past self.
Quote:
"The main takeaway is that people’s passions and purpose can change over time and that they should think about who they want to be, rather than what they want to be, in order to achieve success, happiness, and fulfillment."
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In this episode, Tiffany Koettel and I discuss the movie Tommy Boy and how the characters in the movie provide some great lessons on sales and coaching. In particular, we discuss how important it is to have a clear goal and plan and to take action even when things are not going well. You will also learn how today's salespeople can learn from the movie by taking more time to prepare for their calls and by thinking ahead to the end goal.
Tiffany Koettel is a Sandler Sales trainer who has been a professional sales leader for over 20 years. She's a creative problem solver driven by values and vision to achieve goals at all levels. Focused on building solid relationships grounded in trust and communication, Tiffany is passionate about delivering results and guiding others who share her values to do the same.
Timestamp:
0:00:02 Sales Lessons from the Movie Tommy Boy
0:02:56 The Benefits of a Good Attitude in Sales
0:04:22 The Importance of Being Yourself in Sales
0:06:11 Sales Coaching: The Good, The Bad, and The Ugly
0:10:16 The Importance of a Good Debrief
0:11:50 Sales Techniques from the Movie Tommy Boy
0:16:28 The Master Lesson in Sales from the Movie "Sailor Terminology"
0:17:59 The Power of Being Yourself in Sales
0:19:49 The Sandler Summit: A Conversation with Tiffany Koettel
Key Takeaways:
The best attitude to have is to be authentic and genuine and to let your conviction about what you are selling shine through. It is important to be yourself, and many salespeople make the mistake of trying to imitate what they think a stereotypical salesperson should be like.
A good salesperson is more like a coach, and their goal is to help the client discover what their needs are and whether the product is a good fit for them.
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In this episode, Chris McDonell discusses how to use Sandler's upfront contract to increase rapport. We will talk about how an upfront contract can help with bonding and rapport and how it can be used to ensure that objectives are clear. You will learn the importance of having an upfront contract in order to build rapport with a prospect.
It is important to be clear about what each party wants to accomplish in the meeting and to have an understanding of the prospect's priorities. Outcomes should be determined upfront in order to make the meeting more productive.
Timestamps:
- 0:00:02 How to Succeed at Using Sandler's Upfront Contract to Increase Rapport
- 0:02:09 The Different Types of Communication Styles and How to Best Handle Them
- 0:03:38 The Benefits of an Upfront Contract
- 0:05:16 The Benefits of an Upfront Contract
- 0:06:48 Upfront Contract, Bonding, and Rapport: The Three C's of a Successful Meeting
- 0:11:15 The Benefits of a No-Pressure Sales Approach
- 0:15:09 The Benefits of Slowing Down the Sale
- 0:16:49 The Impact of AI on the Landscaping Industry
- 0:18:14 The Benefits of an Upfront Contract
- 0:20:49 The Benefits of an Upfront Contract
- 0:23:53 Upfront Contracts: What You Need to Know
Key Takeaways:
Some people are very outgoing and friendly and may not like to stick to an agenda. The best way to communicate with each type of person is to be aware of their preferences and adjust accordingly.
The upfront contract and bonding through the upfront contract, we're there to determine if there's a fit or if there's pain. We're talking about a lot of potentially very serious stuff, depending on what it is and what's going on, and that goes well below the surface level.
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In this episode, Brenden Kumarasamy will discuss how to succeed at public speaking, sharing tips on everything from body language to delivery. We will share the common misconceptions and challenges around public speaking.
Motivation is more important than fear, and communication is often seen as a chore. Make sure to watch the full episode to find out how your life would change if you were a better communicator.
Find Brenden Kumarasamy at https://www.rockstarcommunicator.com/ or on YouTube at MasterTalk: https://www.youtube.com/channel/UCBYFP4mZLQovr7W6Si6sueA
Timestamps:
- 0:00:02 How to Succeed at Public Speaking with Brendan Kumarasamy
- 0:01:54 The Power of Motivation in Public Speaking
- 0:03:26 The Power of Communication in Sales
- 0:07:44 The Three Best Tips for Salespeople
- 0:09:05 The Benefits of Being a Good Talker
- 0:12:43 The Importance of a Strong Introduction and Conclusion
- 0:14:09 The Power of Public Speaking: How to Nail the Opening, Middle, and Close
- 0:15:29 The Power of Effective Communication with Brendan Kumarasamy
- 0:18:12 The Power of Communication: An Interview with Amanda Russell
- 0:19:18 The Relationship Between Success and Failure
Key Takeaways:
The most important one that encompasses all of that is understanding that the relationship that successful people have with failure is very different from the one that unsuccessful people have with failure.
It's important to be proactive rather than reactive when communicating. When people are asked questions, they often don't know how to answer them. In order to be a better communicator, it is important to be prepared with questions in advance.
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In this episode, Jonathon Blackburn will talk about the importance of having a clear sales process and perspective when speaking with buyers, and how sales enablement can help sales reps to sell more effectively. We will discuss the importance of follow-up after an initial discovery call or demo, and how sales reps can use tools like Quiller to progress conversations.
The goal of creating a better buying experience is to make it easier for people to buy. This can be accomplished by providing more options for buyers to consider, as well as making it easier for them to make a decision.
Find Jonathan Blackburn and Qwilr at https://qwilr.com/.
Timestamps:
- 0:00:03 How to Succeed at Creating a Better Buyer Experience
- 0:03:24 The Benefits of Quiller for Client Communications
- 0:04:59 The Advantages of Selling Remotely
- 0:08:39 The Importance of Creating a Positive Buying Experience
- 0:10:06 The Benefits of a Good Follow Up Process
- 0:16:14 Sales Cycle Management: How to Ask Your Prospect What They Want to See
- 0:17:29 The Importance of Creating a Good Buying Experience
- 0:18:59 The Importance of a Professional Appearance in Sales
- 0:21:08 The Importance of Presentation in Business Deals
- 0:23:04 The Biggest Hurdle or Lesson Learned in Career Success
Key Takeaways:
A good follow-up process should really follow your sales process, meaning you build along with it. As you continue to have conversations, continue to add to them.
Have a really clear understanding of how you can help and to make sure that the prospect clearly understands the value you provide in relation to what their gap is, what they're trying to achieve, and what their ideal state or pain is.
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Brian Jackson, Sandler coach from San Diego, talks about productivity hacks: how to measure and manage productivity Productivity is one of the most important aspects of any business. Productivity isn't just about quantity—it's also about quality. It can also be one of the most difficult to measure and manage.
In this podcast, we'll talk about how sometimes small goals can be more motivating than big goals, and how having a clear plan with specific and measurable goals is important for success.
Timestamp:
- 0:00:02 How to Succeed at Measuring and Managing Productivity
- 0:02:31 The Different Types of Goals and Measurements
- 0:03:50 The Importance of Tracking Sales Behaviors
- 0:11:45 The Importance of Goal Setting in Sales
- 0:13:35 The Impact of Consistency on Sales
- 0:17:30 The Benefits of Blocking Time and Moving Calendar Blocks
- 0:19:09 The Importance of Tracking Sales Behaviors and Metrics
- 0:20:50 The Importance of a CRM in Sales
- 0:22:36 The Different Ways That Salespeople Can Find Prospects
- 0:24:04 The Importance of Managing Your Team's Individual Productivity Plans
- 0:25:29 The Sandler Summit: A Conversation with Sandler Trainer Paul McCord
Key Takeaways:
The quantity metrics keep us honest on our behaviors, but the quality metrics help with leadership and your sandler coach knowing what might we need to lean into and increase our effectiveness in terms of our techniques.
Two people with two completely different plans can land at the same number of conversations, the same number of prospects, the same number of proposals, and the same number of closed deals.
Productivity is one that many people struggle with. In this podcast, we will teach you the different types of goals and measurements, and how having the wrong goals can throw you off.
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Mike Montague shares the Top 22 Lessons for Salespeople and Sales Leaders from Sandler from 2022 as collected from around the world by our clients, trainers, and prospects.
- Modernize your Sales Approach with Hybrid Selling
- Scale Your Sales Coaching
- Use 21st-Century Prospecting
- Keep Top Performers During the Great Resignation
- Questioning Strategies to Improve your Selling
- Start More Interesting Sales Conversations
- Diagnose Unrecognized Pain
- Finding the Right Hire
- Sell to the Modern Buyer Aligned with the Buyer's Journey
- Manage your Sales Pipeline
- Level-Up your Sales Coaching with Better Questions
- Align Your Customer Success and Sales Teams
- Find Unrecognized Pain with Better Discovery
- Improve Your Personal Presence
- Succeed with Virtual Selling
- Expand Accounts with Customer Success
- Start a Journal
- Make Real Progress by Tracking Behaviors
- Recruit and Hire Great Salespeople
- Labeling Emotions for Better Communication
- Overcome Anxiety with the Success Triangle
- Succeed Vocally by Monitoring Your Tone
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Gerry Weinberg, Sandler trainer from Detroit, and his business have survived multiple recessions. In order to be successful during an economic recession, it is important to choose HOW you participate in the recession and believe that it is the greatest opportunity that has ever happened. This means that prospecting never ends and that it is important to constantly be looking for new business
In this episode, Gerry Weinberg from Detroit talks about how to survive an economic recession. He shares his experience as a Sailor trainer and explains how downturns can actually be opportunities for businesses.
Timestamps:
- 0:00:03 How to Succeed at Surviving an Economic Recession
- 0:02:45 Sales in a Recession: How to Outsell Competition
- 0:04:55 The Power of a Positive Attitude in Sales
- 0:10:09 The Importance of Prospecting During a Recession
- 0:11:46 How to Thrive in a Downturn
- 0:17:04 The Recession-Proof Business Conversation: Trusted Advisor Edition
- 0:19:44 Defining Success and Overcoming Failure
- 0:21:50 The Importance of a Positive Attitude in Times of Economic Uncertainty
- 0:23:41 How to Succeed in Sales During an Economic Downturn
Key Takeaways:
The key to growth is proactive networking and asking for referrals, something that salespeople traditionally avoid for personal reasons.
In an economic recession, it is important to focus on selling to people who can buy. Time and money become more precious during a recession, so it is important to use them wisely.
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Matt Phelan, Founder of the Happiness Index, talks about productive workforces.
In order to create an impactful and successful business, employees need to have confidence and the right attitude. This means treating people with respect and understanding, and not just seeing them as a means to an end. When employees are happy and engaged at work, they are more productive and the company thrives. Employee engagement is key to the success of any organization. Listen to the podcast to learn the secret to getting your team on board and engaged in their work!
Timestamps:
- 0:00:02 How to Succeed at Employee Engagement
- 0:02:50 The Power of Employee Engagement in Business Success
- 0:03:57 The Business Case for Happiness: Why the Happiness of Your Employees Matters So Much
- 0:05:50 The Impact of Employee Engagement on Business Success
- 0:07:59 The Relationship Between Engagement and Happiness in the Workplace
- 0:09:36 The Benefits of Psychological Safety in the Workplace
- 0:13:06 The Benefits of a Positive Work Environment
- 0:15:17 The Benefits of the Happiness Index in the Workplace
- 0:17:00 The Power of Happiness in the Workplace
- 0:18:43 How a Simple Motto Helped One Entrepreneur Survive the Pandemic
- 0:20:36 The Power of Positivity: How to Succeed in Employee Engagement
Key Takeaways
- Using the information to make better choices will result in happier employees, less turnover, and higher sales.
- Having great relationships at work is the foundation for success.
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Kaysi Curtain talks about thriving in uncertainty and growing when others are shrinking.
In order to be successful, it is important to have a positive outlook and to be realistic. In this video, we will have Kaysi Curtin discusses how to thrive in uncertainty. She talks about how her behavior and attitude have helped her thrive in her business, despite the challenges she has faced. She also provides some tips on how to build techniques that can help people thrive in uncertain times.
Timestamps:
- 0:02:34 The Ideal Attitude for Thriving in Uncertainty
- 0:03:55 The Power of Positivity: How to Stay Focused and Thrive in Any Situation
- 0:05:45 Sales Team Growth in Any Economy
- 0:07:26 Maintaining Sales Behaviors During Challenging Times
- 0:10:20 The Importance of Going Above and Beyond in Your Career
- 0:12:11 The Power of Personal Presence in Difficult Times
- 0:13:24 The Importance of Personal Presence in Sales
- 0:16:41 The Five Ways to Improve Your Personal Presence in Business
- 0:18:19 The Benefits of Being Generous and Authentic in Sales
- 0:19:37 The Power of Positive Thinking in Business
- 0:25:02 The Power of Possibility
Key Takeaways:
When you have a strong personal presence and conviction, you can close more deals than if you were just confident.
Great salespeople can find a way to position themselves regardless of the external situation. They can help people in pain or inspire and encourage those that are succeeding.
The key to success is to constantly challenge prospects, salespeople, and customers with interesting questions using a consultative approach.
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David Fisher, Sandler trainer, talks about understanding the buying process to sell more effectively. The sales process has changed significantly in recent years. Prospects are now much more informed about their options and the buying process than they used to be, so salespeople must adapt their approach accordingly. In this video, you will learn more about the buying process to understand your clients better and sell more effectively.
Timestamps:
- 0:00:02 How to Succeed in Matching Your Sales Process with the Modern Buyer Journey
- 0:02:48 The Ideal Attitudes for Salespeople in the Modern Era
- 0:04:14 The Role of the Salesperson in the Modern Buyer Journey
- 0:07:08 The Importance of Sales Templating
- 0:10:00 The Benefits of a Sales Process
- 0:12:18 The Importance of Aligning Your Sales Process with Your Customer's Buying Process
- 0:14:29 The Importance of a Good Sales Process
- 0:16:26 The Benefits of a Macro Upfront Contract
- 0:17:44 The Benefits of a Sales Process
- 0:24:54 The Benefits of Training in the Sales Process
Key Takeaway
The ideal sales process is when we have a good understanding of the objectives that our clients are trying to hit.
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Steve Montague, Sandler coach from Kansas City, returns to talk about recession-proofing your team and culture. The biggest thing that great leaders do during tough times maintains a positive attitude and focus on growth. They also practice radical transparency with their team and invest in their people, even when resources are tight. In this video, we will discuss how businesses can cut costs without harming their growth
Timestamp
0:02:06 Leadership in Difficult Times
0:03:37 The Impact of a Leader's Mindset on Business Success
0:08:16 The Benefits of Marketing and Sales Investments
0:09:47 The Importance of Focusing on Profitable Deals in a Downtime
0:11:27 Recession-Proofing Your Business and Company Culture
0:16:54 The Success Principles
Memorable Quotes
“Sometimes dropping a bad client can be the best thing for you to free up time and resources or to move on to more profitable deals, especially in prospecting”
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An Essay from our founder, David H. Sandler:
Thank You, Prospects
FOR every turndown, which made me stronger even though at the time I thought it was the end of my career.
FOR every backout which left me disappointed and discouraged…and a special apology for all the 4-letter words that went through my mind at the time.
FOR not showing up for a Monday morning appointment that had been confirmed, and one which I was worried about all weekend…you taught me how to relax and enjoy my family…seven days a week.
FOR every “I want to think it over”… until I became angry enough to learn how to deal with a stall which had no substance except in my own mind.
FOR every other stall and objection I have never been able to find in any sales training manual…which made me a better salesperson by forcing me to use my creativity in order to find a response.
FOR teaching me that money is a conceptual thing and not a technical thing, and that you only had as much money as I was strong enough to ask for…even though it had no relationship to what you really would have spent for what I was selling.
FOR every ignored voicemail, text, DM, and email…which taught me how to bring value and earn your attention.
FOR every conversation I had with my family where I had to defend the business of selling which eventually even convinced me that selling was a worthwhile, legitimate profession…in spite of what you were telling me and anyone who would listen.
…AND a final thank you, for putting up with my ineptness, my fears, my worries, my self-doubt, my introversion, and all the other self-limitations I placed upon myself, which only by practicing on you, could I have learned to overcome to become the professional I am today.
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Learn how to optimize your Sandler sales process by leveraging technology with Sandler author and sales tech futurist, Jody Williamson.
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Register for the free HubSpot Academy course at: https://www.sandler.com/startingconversations
Kyle Jepson and Mike Montague, instructors in this new course, talk about why salespeople fail to connect in prospecting calls and how you can bring more relevance and credibility to your sales conversations.
You only get one chance to make a first impression with your buyer. This critical moment can capture their interest, establish equal business stature in the relationship, and set the stage for a mutually-beneficial sales process. Or, it can kill your sale before it ever has a chance to develop.
In fact, 60% of people find generic sales pitches irritating. Most salespeople are overly enthusiastic and use resume-style hyperbole when trying to get a buyer’s attention. However, Sandler has discovered what savvy salespeople already know. To be successful, you must make the conversation about the buyer’s needs, not your credentials, and differentiate yourself from competitors.
In this lesson, you’ll learn how to properly introduce yourself and your company in a way that drives engaging sales conversations. Learn Sandler’s four steps to a powerful, buyer-focused, 30-second value proposition and craft yours alongside our experts. This lesson is designed for salespeople and their leaders who are struggling to fill the top of the funnel and close enough business from their inbound leads.
Register for the free HubSpot Academy course at: https://www.sandler.com/startingconversations
How to close more deals by understanding the buyer's journey with Sandler trainer and author, David Davies!
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Hamish Knox, the award-winning Sandler trainer, talks about how to structure and implement effective sales compensation plans!
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Boost Your Conversions by Understanding Your Client's Style with Chris Drouin of Sandler!
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How to Create an Army of Internal Champions for Your Product with Aaron Prickel of Sandler.
Creating an internal champion for your product is one of the best things you can do to increase sales and market share. In this video, you will learn how to create an army of internal champions for your product.
Timestamps & Key Topics 0:00:02 How to Succeed at Selling Through Internal Champions
0:01:56 Working with Internal Champions: The Ideal Attitudes
0:03:29 The Importance of Internal Champions and How to Handle Them
0:04:56 The Importance of Internal Champions in the Sales Process
0:09:38 The Power of Internal Champions in Enterprise Sales
0:12:55 The Benefits and Importance of Having a Champion in Sales
0:14:16 The Power of Conviction in Business and Sales
Key Takeaway * It is important to believe that you can help the client and to develop their attitude and mindset so that they are willing to fight for your product or service.
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#sales #sandler #internalchampions #product #selling #sell
Secrets to Boosting Sales and Minimizing Risk for Your Customers with David Trapani of Sandler
As a salesperson, it is important to be aware of the risks that buyers face when purchasing a property. In this video, we discuss some of the best practices you can implement in order to reduce the risk for your buyers.
Timestamps & Key Topics 0:00:03 Reducing risk for the buyer
0:02:16 The ideal attitude for salespeople in a sales call
0:03:55 Key things to do and when
0:08:58 The benefits of an upfront contract
0:10:26 The benefits of a predictable selling process
0:16:39 Reducing risk in the sales process
0:18:21The power of questions in sales
0:20:00 The perfect day
0:21:38 The power of predictability: how to succeed at reducing risk for the buyer
Key Takeaways * The goal of reducing risk is to make the buyer feel more comfortable with the salesperson and the process. By thinking about the buyer's fears and concerns, the salesperson can take steps to reduce the buyer's risk. * It is important to be more upfront about the sales process, provide more information about the product, or be more flexible in the negotiation process.
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#sales #reducingrisks #risk #salesrisk #buyer #salesprocess
Are you looking to close big deals?
In this podcast, we share the untold truth about closing big deals. You'll learn how to overcome objections, get more referrals, and increase your closes! It's Wade Rown, Sandler trainer from Chattanooga, Tennessee.
Key Topic:
0:00:03 How to Succeed at Gaining Access to Power
0:02:18 The Power of Self-Awareness in Sales
0:07:01 The Power of Pre-Call Planning in Business Development
0:08:49 Pre-Call Planning for a Successful Meeting
0:10:37 Pre-Call Planning Formula for Successful Sales Calls
0:12:08 The Power of Preparation in Business Development
0:16:21 The Power of an Entrepreneurial Mindset in Sales
0:18:21 The Power of Pre-Planning: How to Make the Right Connections and Achieve Success
Memorable Quotes:
"The first sale really is to the appointment."
"People buy for their reasons, not our reasons."
"We are paid to be professional communicators, and we are not our own audience."
"When our mindset changes in our attitude of mind, body, spirit, and those things are staying healthy, then it's going to drive those proper behaviors that we need to be doing."
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#sandler #sandlerworldwid #closingdeals #closingtips #salesclosing #sales
In this episode of the How to Succeed Podcast, Emily Yepes discusses some common mistakes salespeople make when prospecting for new customers. She explains that a lot of the fear and anxiety around prospecting stems from negative beliefs salespeople have about the process. She also outlines some simple fixes for these mistakes, such as having the right attitude and focusing on the right activities.
Resources:
Don’t miss a chance to register for Sandler Summit 2023!
Every year gets bigger and better. Will you be a part of it this year?
Get your tickets now: https://events.sandler.com/summit2023
Key Topics in this Episode:
- How to Succeed at Avoiding Common Prospecting Mistakes
- Sales Myths and Misconceptions
- The Ideal Attitude for Prospecting
- The Benefits of Consistent Prospecting
- The Power of Prospecting Cadence
- The Power of a Concentrated Cadence in Prospecting
- Sales Techniques for the Modern Age
- The Benefits of Making More Phone Calls in Sales
- Sales Prospecting: Avoiding Common Mistakes
- The Top 3 Email Marketing Mistakes to Avoid
- The Importance of a Solid Digital Presence in Sales
- The Perfect Day for Emily Yepes
- The Power of Journaling with Standler Trainer, Mike Kunkle
- Sales and Marketing Alignment with HubSpot
Memorable Quotes:
- "Closing is not usually the issue."
- "Prospecting is often one of those painful topics where we start working with a new customer."
- "I think a lot of people struggle with that."
- "The other one you mentioned was it was on the working out analogy."
- "If you're celebrating your clients, you're telling their stories, you're telling the stories of your prospective clients as well. And that just seems to work a lot better and stand out in that crowd of noise."
- "A perfect day for me would be getting to work with my daughter, getting dressed on time, and eating her breakfast."
#sandler #sandlertraining #sandlerworldwide #sales #selling #prospecting #commonmistakes #prospect
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Happy Selling!
Reading Other People in Sales: How to Influence, Persuade, and Close Deals
Sales are all about relationships. To be successful, you need to be able to build trust and rapport with your potential customers. And one of the best ways to do that is by reading other people.
When you're in a sales situation, reading about other people can help you understand their needs and desires. It can also help you influence and persuade them to buy what you're selling. And finally, it can help you close the deal and get the sale.
Greg Orth is a long-time Sandler trainer from Lancaster, Pennsylvania and he will help us understand why reading other people can help you close more deals!
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Happy Selling!
Mike Montague interviews David Mattson, President and CEO of Sandler and author of How to Sell to the Modern Buyer. Dave talks about the new Sandler book and how modern sellers can align with the current reality of selling in a hybrid world. Get the new book at: https://shop.sandler.com/category/books * The best attitude, behavior, and technique on how to sell to the modern buyer * The new book has 52 rules to help you sell to the modern buyer * Be helpful, not subservient * It’s ok to disqualify people for some things while qualifying them for others * Sometimes you need to clean out your funnel * Engage, don’t hide * You have the power, not the technology * 52 rules - one to focus on each week * When what you’re doing is successful, don’t stop doing it
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!
Tim Goering, Sandler trainer and expert in drama and trigger conversations, talks about how to recognize your own DISC behavioral styles and your personality triggers.
The DISC model divides people into four main behavioral styles. Individuals are identified as either People-oriented or Task-oriented. They are further distinguished as Reserved or Active. The resulting behavioral styles are called:
- D-style (Dominance)
- I-style (Influence)
- S-style (Steadiness)
- C-style (Correctness)
If you would like more information on DISC, reach out to a local Sandler Trainer or our Enterprise team for multi-location organizations.
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Andrew Wall is a long-time Sandler trainer from Toronto, Canada talking about how to adjust your communication style for sales and leadership success. This is an advanced lesson about DISC behavioral style for the sales profession.
If you would like to learn more about DISC, please contact a local Sandler trainer or our Enterprise team for multi-location organizations.
The DISC model divides people into four main behavioral styles. Individuals are identified as either People-oriented or Task-oriented. They are further distinguished as Reserved or Active. The resulting behavioral styles are called:
- D-style (Dominance)
- I-style (Influence)
- S-style (Steadiness)
- C-style (Correctness)
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Learn how to use DISC behavioral styles in your sales strategy to maximize your results.
The DISC model divides people into four main behavioral styles. Individuals are identified as either People-oriented or Task-oriented. They are further distinguished as Reserved or Active. The resulting behavioral styles are called:
- D-style (Dominance)
- I-style (Influence)
- S-style (Steadiness)
- C-style (Correctness)
Contact a local Sandler trainer to get your own DISC profile today!
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Upfront contracts are used in Sandler training to describe mutual agreements between buyers and sellers about what will happen next. They are verbal agreements about anything from the agenda for the meeting to the next steps in the buyer's journey. How and when to use Upfront Contracts is crucial.
Let’s find out in this episode as Joe Ippolito joined us to talk about this topic so watch until the end of this video.
00:00-00:34 Intro
00:39-03:33 What is an Upfront Contact and when to use it?
04:22-08:35 Common misconceptions about Upfront Contract
08:37-12:11 Behavior for setting an Upfront Contract
12:13-18:20 Techniques for setting an Upfront Contract
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Are you looking for tips on how to raise your sales? Look no further! This video will provide you with actionable advice that you can use to increase your sales and grow your business.
“How does life adversity help you build strength and how do resets help you come back stronger than you ever were before.” -Clint Unrau, Sandler Trainer from Winnipeg, Canada
He joined us today to talk about raising your sales and Why having the right attitude boosts your sales pipeline?
Tune in as we go over these topics:
00:00-00:42 Intro
00:44-03:09 How to raise your sales?
03:18-04:14 Ideal attitude and common misconceptions
04:15-07:00 Languishing burnout
07:01-13:58 Behavior, attitude, and techniques
14:21-17:28 Skills needed to learn in raising your sales
21:18- 23:36 Q&A with Clin Unrau
Join our virtual summit: www.sandler.com/summit
By understanding the buyer's journey, businesses can create marketing strategies that are tailored to each stage of the process. By providing helpful information at each stage, businesses can build trust with their potential customers and ultimately drive sales.
Jeremy Thomson will help us understand the buyer’s journey through these topics:
00:00-00:40 Intro
00:50-02:47 What is the buyer’s journey all about?
02:55-07:00 Common misconceptions about sales and marketing
07:07-09:50 Marketing to buyer’s journey
09:52-11:57 Learning how to treat buyers differently throughout sales and marketing funnels
11:58-17:22 Marketing qualified leads vs. Sales qualified leads
17:28-22:16 Tips and tricks for understanding the buyer’s journey
22:18-23:35 Best advice from Jeremy about the buyer’s journey
23:43-28:54 Q&A with Jeremy Thomson
Find him at: https://www.linkedin.com/in/jeremywthomson/
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Join us in our virtual summit: www.sandler.com/summit
Register now to claim your complimentary seat: https://reports.sandler.com/virtual-summit-2022/k.html
SANDLER VIRTUAL SUMMIT 2022
Grow your business, grow your people, grow yourself.
We will share with all attendees... a special edition of Selling Power Magazine featuring Sandler PLUS a discount on your 2023 Sandler Summit LIVE ticket registration!
Designed for salespeople, sales managers, and sales leaders of all levels, from small businesses to enterprise sales organizations. The Virtual Summit will provide a variety of content from top-rated presenters in the industry. This is an excellent opportunity to ramp up new hires or those new to the Sandler methodology in a one-day session filled with complimentary learning opportunities.
Register now to claim your complimentary seat: https://reports.sandler.com/virtual-summit-2022/k.html
Subscribe to our YouTube Channel for updates, recordings, podcasts, and more from the Virtual Summit:
https://www.youtube.com/sandlerworldwide?sub_confirmation=1
The best salespeople always find a way to control and direct the conversation. They do this by asking probing questions, listening intently, and always being prepared with the next question. By taking control of the conversation, they are able to steer it in the direction they want it to go.
Cal Thomas joined us to reveal the secrets of controlling sales conversations with questions.
We talked about these topics in this episode:
00:00-00:53 Intro
01:00-01:48 Controlling sales conversation means
01:55-02:49 Attitude for controlling sales conversation
03:07-07:34 Attitude for Upfront contract
07:38-12:27 Behavior for Upfront contact and controlling sales conversation
12:34-15:42 What happens if somebody breaks the upfront contracts?
15:44-17:45 The power of attitude, behavior, and techniques
17:45-20:03 Q&A with Cal Thomas
Find him at: https://www.linkedin.com/in/calthomas3/
SUBSCRIBE: https://podfollow.com/howtosucceed
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Join us in our virtual summit: www.sandler.com/summit
Mike Montague, Director of Community Engagement at Sandler, interviews Patrick Carroll, Sandler trainer from Virginia, about Sandler's KARE tool for account planning.
How do you choose which accounts to pursue? Where should your reps be spending their time? Is it better to focus on keeping accounts, attaining new ones, recapturing lost clients, or expanding in existing accounts?
Especially in volatile markets, it is important to be proactive in maintaining and growing your business!
Don't forget to subscribe and leave us a comment! SUBSCRIBE HERE: https://podfollow.com/howtosucceed Or follow the Sandler YouTube Channel here: https://www.youtube.com/channel/UCCQWK23LzxjGQjQmYxHq1kA/feed?sub_confirmation=1
Mike Montague, Director of Community Engagement at Sandler, poses a question for you and your team to discuss in your sales meeting this week:
How do you choose which deals you pursue and which ones you don't?
- You don't have unlimited time, money, or resources.
- How do you know which deals are the most lucrative?
- Who do you want to work with and who should you run away from?
Subscribe to the Sandler YouTube Channel to comment on the community page with your answer!
Subscribe to the Sandler YouTube Channel here: https://www.youtube.com/channel/UCCQWK23LzxjGQjQmYxHq1kA/feed?sub_confirmation=1
Mike Montague, Director of Community Engagement at Sandler, interviews Clint Babcock, Sandler trainer and author of Negotiating From The Inside Out, about how to make a business case for your product or service.
Find Clint's book on Amazon or the Sandler Shop here: https://shop.sandler.com/books/negotiating-inside-out
In this episode, we talk about how to create equal business stature with top-level decision-makers, how to build a viable business case for them to justify their investment, and the best strategies and tactics for discussing that investment.
Mike Montague interviews Brian Glibkowski, author of Answer Intelligence and creator of AQ, on How to Succeed at Answer Intelligence. * The best attitude, behavior, and technique on how to succeed at answer intelligence * Focus on the question AND the answer * Create answers that stimulate questions in the buyer * The biggest way to gain credibility is not your questions, but your answers * Your job as a sales rep from an A.Q. standpoint * Great preparation allows you to go beyond scripts * When and how to answer twice * How Brian defines success * Go to www.raiseyouraq.com for a free A.Q. test and 10-page report
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!
Mike Montague interviews James Abraham, Sandler coach from Israel, on How to Succeed at Magic Sales Leadership. * The best attitude, behavior, and technique on how to succeed at magic sales leadership * Quite often the “sales problem” isn’t the real problem * M.A.G.I.C. explained * There’s such a thing as too much new tech and new behaviors * Do you have a productivity problem? * Go back to the basics * If you’re asking your people to do it, you should be doing it * Put an end to learned helplessness * Use your different hats to help your team * Success for a sales leader is... * Favorite Sandler rule
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!
Mike Montague interviews Mike Cunningham, national sales manager at Gill Athletics, Sandler client, and podcaster, on How to Succeed at Podcasting for Business. Find Gill Athletics at: https://www.gillporter.com/gill_store/ Find Mike's podcast at: https://anchor.fm/gillathletics * The best attitude, behavior, and technique on how to succeed at podcasting for business * How podcasting can help your relationships with your clients * The right reasons to get into podcasting * Don’t get caught up in the numbers * Be consistent, but define what consistent is for your podcast * Post sell when you finish the podcast * Ask for referrals * Help them get referrals from you as well * In interviews: 30% is your talking and 70% is them talking
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!
Mike Montague interviews Alon Alroy, co-founder of Bizzabo and author of Event Success, on How to Succeed at Events. * The best attitude, behavior, and technique on how to succeed at events * Trends in the event industry * Don’t just go back to how you did in-person events in 2019 * Post pandemic – have a plan A, B, C, and D * Use “selective hearing” on feedback from your event * How to determine the ROI and the ROA of your event * Personalize the experience for your customers * Segment your customers
Find Alon at https://www.bizzabo.com/
Get the book Event Success here: https://www.amazon.com/Event-Success-Maximizing-person-Experiences/dp/1119817153
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!
Mike Montague interviews Todd Hockenberry, author of Inbound Organization and a HubSpot partner, on How to Succeed at Becoming an Inbound Organization. Find Todd and the book at: https://www.inboundorganization.com/ * The best attitude, behavior, and technique on how to sell to succeed at becoming an inbound organization * Everyone in the organization is part of inbound marketing * If you can’t keep good employees, check your culture * If your employees aren’t happy, they won’t treat your customers well * If you don’t like being marketed in a certain way, why would you market to others that way? * The way you think is really your product * Use technology to engage, not to hide * The experience IS the relationship * Map the journey with your clients
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!
Erik Meier, Sandler trainer from Troy Michigan talks about advanced questions for your next sales call.
Mike Montague interviews Erik Meier on How to Succeed at Advanced Questioning Strategies. * The best attitude, behavior, and technique on how to succeed at advanced questioning strategies * Asking questions is not a technique – it’s to gain information and help the client * The spectrum of equivocation * Be curious * You have the right to ask questions * What makes a good or bad question * Build rapport before you go to questions that require more trust * Think about the reverse in advance
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!
Mike Montague interviews Maria Ellis, author of Redefining Entrepreneurial Success, on How to Succeed with a Healthy and Holistic Lifestyle. Find her new book at: https://www.amazon.com/Redefining-Entrepreneurial-Success-Holistic-Lifestyle/dp/B09RB2N6K5 * The best attitude, behavior, and technique on how to succeed with a healthy and holistic lifestyle * Entrepreneur’s work ethic and harm their health if they aren’t careful * Living a healthy and holistic lifestyle will also help you earn more * At the end of the day, meditate on your wins and challenges and how to improve tomorrow * Use your priorities to manage your time * Take care of your needs first, so you can take care of others * Plan your morning and evening routines to energize and motivate yourself * Use what works for you * Practice active listening
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed
The Next Evolution of Sales
Inspired by the transformation that we’ve all seen firsthand in the sales industry over the last few years – from the disruptions of virtual selling and remote work to innovative companies and technologies bringing new alignment between buyers and sellers - Sandler is excited to announce our commitment to further champion the next evolution of sales.
Throughout our 50-year history, Sandler pioneered the concepts of discovery-based, consultative selling, reinforcement training, and a holistic view of personal and professional success in sales and leadership. It has always been a part of our journey to empower professionals to master the craft of selling, with the ultimate goal of changing the entire sales profession for the better.
It is with that vision that we are rebranding our company to better align with the expectations of modern buyer and seller, serve our clients with cutting-edge learning technologies and methodologies, and continue our evolution as an organization offering more than “training.”
Along with our new look and name, we seek to re-establish the core elements that we believe elevate the Sandler experience above our competition and drive results for our clients, our partners, and our learners. Core elements include:
- Connection with the Modern Buyer: A buyer-focused discovery process to create more engaging experiences for buyers and sellers.
- Customizable Learner Journeys: Personalized for individual’s strengths and goals.
- Collaborative Coaching: Modernized delivery with a blend of experiential learning, gamification, and flexible pacing.
- Ongoing Reinforcement: Continuous guidance for new professional and life stages.
- Technology-Enabled Solutions: Adaptive content and techniques for evolving technologies.
- Personal Transformation: Lasting behavior and change to succeed in and outside of the sales profession.
Our mission is to provide ongoing guidance and resources to enable anyone in a revenue-generating or leadership role to reach new levels of success. As a coaching organization to sales professionals around the globe, we know that our journey is never done. We respect our history and continue to learn from it.
We hope that you will join us in taking the next steps forward in the evolution of the sales profession, in the elevation of your career, and ultimately, excel in your professional and personal life.
Mike Montague interviews Kevin Roth on How to Succeed at Finding Your Niche. Find Kevin at: https://kevinroth.org/ Kevin Roth began to play the dulcimer in 1972 at the old age of thirteen, and at sixteen recorded his first album for Folkways / Smithsonian Folkways Records, which immediately launched him into international fame. Between 1974 and 1984 Roth recorded ten albums with this label, establishing himself as a prominent folk singer and dulcimer player. In 1984, Roth performed the theme to the PBS-TV children’s show Shining Time Station, which brought him to another new and much larger market. His friendship and collaboration in 2006 with Noel Paul Stookey, of the legendary folk trio Peter, Paul & Mary, further cemented Roth in American folk history. His career took him to concert and symphony stages around the world, to festivals, radio, television shows, and two appearances at the White House.
As his career grew, Roth became professionally and financially successful, winning numerous awards and partnering with prominent companies such as Sony, National Geographic, PBS, Random House, and Time Warner. Then came a sudden diagnosis of Melanoma, and it changed his life. He had a choice to accept a death sentence or to live. He chose life. Through adapting and combining techniques from his music and performance practice with others that he researched, he found a simple and powerful method to change how he lived. Roth discovered how to not just survive but to become truly happy and thrive.
Roth now guides individuals and groups in the discovery of what really matters to them, how to accomplish their goals, and how handling stress is an essential factor in a healthy life.
- The best attitude, behavior, and technique on how to succeed at finding your niche
- Use your experiences and talents to find your niche
- Focus on serving people - What do they want and need?
- Make sure your clients have skin in the game
- Listen deeply to what your clients say
- Find out what really matters to you and why, get and execute a plan
- How to listen deeply
- Stay open and fluid to continually find your niche - it may change over time
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed
Mike Montague interviews Steve Borseti, a long-time Sandler trainer, on How to Succeed at Looking for Trouble. * The best attitude, behavior, and technique on how to succeed at looking for trouble * It’s better to uncover the trouble with your clients than ignore it * Go for the “No” * Look for trouble even in your “great” deals * Ask, “What are we missing?” * Are there technical obstacles? * If you know they have pain, and they aren’t moving, you must go looking for trouble * If you have multiple meetings, always ask, has anything changed? * Use the negative reversal * Use DISC to determine how to look for trouble with different clients
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed
Mike Montague interviews Jade Simmons on How to Succeed with Purpose. Whether it’s a mind-blowing mainstage keynote that leaves audiences awakened to purpose, or a riveting concert adventure that goes from Rachmaninoff to Rap, a Jade Simmons experience is unforgettable in the least and life-altering at best. The inimitable world-class concert pianist and powerhouse activational speaker is CEO of Jade Media Global, a former runner-up in the Miss America pageant, and a former Presidential candidate in 2020! Find her at https://jadesimmons.com/ * The best attitude, behavior, and technique on how to succeed with purpose * Your purpose is not what you do, it’s what happens in others when you do what you do * Attach your purpose to every role you have * Your “why” remains the same, the “hows” can change all the time * Purpose is for everyone, not just “special” people * Decide that life doesn’t happen “to” you, it happens “for” you * How Jade defines success
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed
Matt Rappaport is a Sandler client and founder of Detroit Event Company. In this episode this episode, we do a casual case study interview to see how he has used Sandler to sell his intangible services and find success with his event business.
Find him at: https://www.detroiteventcompany.com/
Mike Montague interviews Matt Rappaport on How to Succeed at Selling Services. * The best attitude, behavior, and technique on how to succeed at selling services * It begins with trust * What to look for in your prospects and your team * How you may adjust the Sandler method for certain services * How to decide who your market is and how to price your services * What to do if you have trouble with bonding * How to minimize ghosting * Being the smartest person in the room is no better than having the most expensive house on the block
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed
As a leading expert authority and growth strategy coach, Kasey empowers founders to harness the power of what makes you different to build high-growth businesses with impact. Her expertise is in early-stage growth strategy, demand generation, and systematizing personal brand growth and relationship building at scale so that you’re attracting ideal customers, impressing potential investors, and connecting with other influencers in your industry.
Find her at: https://abetterjones.com/
Mike Montague interviews Kasey Jones on How to Succeed at Personal Branding. The best attitude, behavior, and technique on how to succeed at personal branding: * Personal branding is about being known in your industry, for what you do * How to build your reputation * Why it’s important to familiarize yourself and your name with your target audience * Strategy first, then tactics * Write out the things that differentiate you personally and professionally * How to get more specific about your audience * How to reach your audience * Network on social * Get started and keep getting better before people start following you
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed
Mike Montague interviews Scott Bliss on How to Succeed at Improving Your Batting Average. Scott talks about the Sandler Success Triangles and how to use them to get to the top and stay there!
The best attitude, behavior, and technique on how to succeed at improving your batting average:
- The success triangle
- Simplify
- Mindset
- Get comfortable with being uncomfortable
- Techniques need attitude and behaviors to be successful
- It’s harder to qualify someone than close a deal
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed
Mike Montague interviews Shelly O’Donovan on How to Succeed at Non-Verbal Communication. With over 20 years of experience as a proven leader in the public policy arena, she has gathered experience and expertise in government relations, public policy, lobbying, grassroots advocacy, legislative and regulatory processes, and policymaker engagement. Find her at: https://authenticinfluencegroup.com/ The best attitude, behavior, and technique on how to succeed at non-personal communication: * Work on one skill at a time as you get better at them * Look for specific non-verbal clues and dig for what they mean for that client * Use open body language * Look for someone licking their lips * 20 seconds to make that first impression * Zoom with cameras on * Call out a handshake or hug if it’s someone new * Take a break between Zooms * Find ways to amp your energy up * Watch for head nods
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed
Mike Montague interviews Aaron Montgomery on How to Succeed at Suspending Your Disbelief. Aaron wrote Suspend Your Belief to help others learn the importance that every experience is an opportunity to grow, learn, and share and that by sharing your knowledge you can help others on the way too. The book acts as a framework, a tool to help you think about your own life and the lessons you’re gaining from it in real-time. Aaron shares his stories not just to teach you, but to help you draw out the inspiration for your own stories and lessons. He also shared his story at the 2022 Sandler Summit. Click here to join us next year in 2023: https://events.bizzabo.com/392186 * The best attitude, behavior, and technique on how to succeed at suspending your disbelief * What it means to suspend your disbelief and why we should * Just because something is challenging doesn’t mean it’s not for you * Putting in the hard work doesn’t mean the outcome will be perfect * Commit to the process and not the outcome * How to identify your self-limiting beliefs * Visualize the outcome you want with clarity * Don’t allow other people to set your goals or your value
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed
Mike Montague interviews Kristen Cox, a former government official and management expert, on How to Succeed at Making Real Progress. Kristen is a co-author of Stop Decorating the Fish. Find the book and podcast at: https://www.stopdecoratingthefish.com/ * The best attitude, behavior, and technique on how to succeed at making real progress * Make sure you spend your time fixing the customer’s problem * Who is your primary customer, and what is their need? * Give before you get * Not all problems are worth fixing, you may just need to redefine the problem * Simple is hard; complex is easy * Avoid the “Seductive Seven” * Use constraints management * You can measure too much, and it just becomes noise
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed
Mike Montague interviews Michelle Molitor, coach and hypnotist, on How to Succeed at Overcoming Anxiety. Michelle helps people build confidence and overcome fear, doubt, and worry. Find Michell Molitor at: https://michelemolitor.com/ * The best attitude, behavior, and technique on how to succeed at overcoming anxiety * Your brain can only focus on one thought at a time * Notice your triggers * Remind yourself what’s true and what is just a negative feedback loop * How to rewire your thoughts * Use a transformation recording * Tell yourself, often, “I am enough.”
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed
Mike Montague interviews Tyler Lessard, VP Marketing and Chief Video Strategist at Vidyard and author of The Visual Sale, on How to Succeed at The Visual Sale. Get the book on Amazon: https://www.amazon.com/gp/product/B08LZN8G41/ * How to use video without spamming people * Reasons to use video * Use video to share the best of your best * What kind of video could you create for your reps to share that support the sales process? * Use micro demos * When to customize with the sales rep and when to use your best guy to create the video * How Vidyard works * The colder the outreach, the shorter the video should be * How to let the prospect know you made the video specifically for them
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed
Find Anastasia Vladychynska's masterclasses at: https://vladychynska.com/service_master-classes
Help Anastasia and over 120 other businesswomen, who have been forced to flee Ukraine, by attending a virtual masterclass on keeping your clients, creating a positive customer experience, and changing your employee's attitudes about customer service!
Before February 24th, Anastasia ran a very successful customer experience consultancy in Kyiv, Ukraine and was an adjunct professor at Kyiv-Mahyla Business School. Today, she is living in Italy as a refugee with her car and one suitcase with an idea to help her girlfriends who have been displaced because of the war with Russia.
Right now, she is supporting over 120 women with accommodation, jobs, and financial support, and she needs your help. You can buy a recording or book a seat to attend one of her Customer Experience Masterclasses, and the proceeds will go to help these women.
You can change the amount to anything you are able to give when you register for the class.
Find Anastasia Vladychynska's masterclasses at: https://vladychynska.com/service_master-classes
Anastasia is willing to give back to the Service Community and Ukrainians in exchange for your financial support. Please contact her with any other offers of jobs, housing, or other opportunities for support across Europe.
+380 96 014 34 06
welcome@vladychynska.com
The How to Succeed Podcast is a public and free podcast from Sandler helping salespeople and leaders get to the top and stay there. Please help Anastasia and her girlfriends stay there!
SUBSCRIBE: https://podfollow.com/howtosucceed
Mike Montague interviews John Baron, voice coach and vocal expert of the Alexander Technique, on How to Succeed Vocally. Find John Baron at: https://johnabaron.com/ * The best attitude, behavior, and technique on how to succeed vocally * Focus on how you sound * Match your tone to your topic * Don’t try to be authentic * You can fix your vocal tone problems * Different types of vocal problems * Do you like the way you sound? * It’s ok to pause and breathe * Care for your voice
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed
Mike Montague interviews Jason Caywood, Sandler trainer from Utah, on How to Succeed at Getting in Flow. In this episode: * The best attitude, behavior, and technique on how to succeed at getting in flow * What flow is * What did you enjoy doing as a kid? What version of that can you do as an adult? * Layout what you want and work backward to get it * Plan for flow activities * What can you do to make more of your routine activities, flow activities? * Do a deep dive into what is working * A perfect day for Jason and his favorite Sandler quote
The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed
Mike Montague interviews Matt Munson on How to Succeed at Doing a Pre-Mortem. Matt is the CEO of Sanity Labs. Find them at: https://www.sanitylabs.co/ Find more about Matt at: https://www.mattmunson.me/ In this episode: * The best attitude, behavior, and technique on how to succeed at doing a pre-mortem * Pre-mortem, defined * Collaborate * Move towards team ownership, camaraderie, and support * Invite your team into the hardest questions * How to run a pre-mortem * Invite in the worst-case scenario
Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Lee Kester on How to Succeed at Recruiting and Hiring Great Salespeople. Lee is the President and CEO of the Kester Search Group. Find them at: https://www.kestersearch.com/ Or connect with Lee on LinkedIn: https://www.linkedin.com/in/leekester/ In this episode: * The best attitude, behavior, and technique on how to succeed at recruiting great salespeople * The process is different depending on the level of hire * Be careful to hire the right person and personality for the job, not just someone you like * You may want to use a third party to help * Focus on their past performance * Keep it simple, don’t track too many metrics * Both sides should be excited about the new adventure together upon hiring * Slow the process down so you can focus on getting the right people * No more than 2 decision-makers on the hire * If you’re in a leadership time spend 1/3rd of your time recruiting and hiring world-class talent * Create a hiring profile * Hire on talent, train for diagnostics
Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews John Glennon on How to Succeed at Customer Success. In this episode: * The best attitude, behavior, and technique on how to succeed at customer success * What are the attitudes towards sales throughout your organization? * Quantify the value of your relationship with your clients * Do you want to be right, or do you want to be rich? * Start with expansion calls, get some traction and move on to recapture calls * What happens after the sale and who is responsible for it? * Use the thermometer technique check in with ALL your clients
Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Cal Thomas on How to Succeed at Retaining Top Performers. In this episode: * The best attitude, behavior, and technique on how to succeed at retaining top performers * Your best employees are your best resource to recruit new hires * Most people don’t leave their job due to money - they want to feel valued * Tie corporate goals to the personal goals of your people * Train your managers to coach your people * Use a W.I.M. weekly individual meeting
Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Matthew Dashper-Hughes on How to Succeed at Labeling Emotions. In this episode: * The best attitude, behavior, and technique on how to succeed at labeling emotions * Journal and focus on the processes more than the outcomes * Use active, empathetic listening * Watch your client’s body language, face, and tone * Create a graph of arousal and valence for your clients * Your client may be unable to label their own emotions * Keep a GAGA journal - Gratitudes, Affirmations, Goals, and Achievements for the day * Review I/R theory * Fear and excitement are very similar physiologically * Matthew’s definition of success and favorite Sandler rule
Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Kaysi Curtin, Sandler trainer from Fresno, CA, on How to Succeed at Virtual Selling. In this episode: * The best attitude, behavior, and technique on how to succeed at virtual selling * Virtual selling is here to stay * Most clients prefer video conferencing to a phone call * Don’t give the option of a phone call - send a Zoom link * Your clients don’t expect you to be perfect * Be real and authentic * Use pre-call planners * Use screen share, but don’t overuse it * How Kaysi defines success and her favorite Sandler rule
Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Paul Glynn on How to Succeed at Improving Your Personal Presence. In this episode: * The best attitude, behavior, and technique on how to succeed at improving your personal presence * Where personal presence fits in the Sandler System * You can improve your personal presence if you want to * The most important part of your communication is feedback * Be aware of your personal presence * Techniques to improve your personal presence * Ask questions * Take control of your health * Paul’s definition of success
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Jody Williamson, Sandler trainer and author from Chicago, on How to Succeed at Finding Unrecognized Pain. In this episode: * The best attitude, behavior, and technique on how to succeed at finding unrecognized pain * The difference between recognized and unrecognized pain * How to find the sweet spot between being pushy and being wimpy * Use, “let’s pretend” * A slight change in your 30 second commercial * Third-party social proof allows your client to admit the pain * Jody’s favorite Sandler rule
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Jordan Mullet on How to Succeed at Starting a Journal. In this episode: * The best attitude, behavior, and technique on how to succeed at starting a journal. * What a journal is and why should start one * Build it into your routine and commit to it * Try it different ways and find out which ways work best for you * Have an accountability partner * Track your progress * What journaling can do for you * Look for examples of journaling that resonate with you * Jordan’s definition of success * Favorite Sandler rule
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague, director of community engagement at Sandler, interviews Brian Moran, best-selling author, on How to Succeed at the 12 Week Year. The effectiveness of traditional goal setting using “annual goals” has long been debunked as an ineffective goal-achieving approach for eight out of ten people. The 12 Week Year book will walk you through the proven step-by-step system for achieving more in 12 weeks than others do in 12 months. Find Brian and his book at: https://12weekyear.com/ In this episode: * The best attitude, behavior, and technique on how to succeed at the 12 week year * This came out of periodization * Knowing that you don’t control the outcome is freeing * Consistent action, not perfection, is key * If you plant enough, you will harvest * What do you want your life to look like? * How do your 12 weeks goals fit in to that? * Use the goals to develop your weekly plan * Schedule the most difficult things early in the week * The marketplace sets the bar for what is required to succeed at your goals * Don’t try to catch up, just get back on track * Brian’s definition of success
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Dan Truehl, Sandler trainer from Wisconsin, on How to Succeed at End of the Year Goal Setting. In this episode: * The best attitude, behavior, and technique on how to succeed at end of the year goal setting * Start acting on your new goals before the new year begins * Make sure they are YOUR goals * Figure out your big picture and what happens when you make your goals * What’s your why? * Find the sweet spot between pushing yourself and being realistic * Set S.M.A.R.T goals * Enjoy the process of achieving your goals to avoid burnout * Dream big about where you want to be in 10, 20, or 30 years and then work backward * Dan’s definition of success
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Karen Meracle on How to Succeed at Performance Planning. In this episode: * The best attitude, behavior, and technique on how to succeed at performance planning * Some people think if they ignore a new initiative, it might just go away * As the sales leader, you are the trail guide * The 5 Ps: Prioritize, Process, Playbook, Practice, Progress * Writing an email telling your people to do it is not enough * How to use a playbook in performance planning * Use video to build your playbook * Work on the new thing live and together * Debrief after you try the new thing * Karen’s favorite Sandler rule
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Al Simon on How to Succeed at Taking Risks. In this episode: * The best attitude, behavior, and technique on how to succeed at taking risks * Not taking a risk, could be the biggest risk * A life without risk is a life without growth * How risk changes throughout your life * Be adventurous * What’s the best that could happen? * Be different than all the other salespeople * Use the 70/30 rule * Have your go-to questions for different situations and topics * Be ready to handle the worst-case scenario * Focus on where you’re going being better than where you are
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Kevin Hallenbeck on How to Succeed at Sales Certification. In this episode: * The best attitude, behavior, and technique on how to succeed at sales certification * What sales certification means and what value it has * The three levels of certification * Why having your people get certified, instead of just “trained,” leads to better results * How important is the certification to you and your team? * Success defined * Favorite Sandler rule
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Danny Wood, Sandler trainer from New Jersey on How to Succeed at Burning Bridges. Learn how to get from where you are to where you want to be by getting committed and become the person you need to be to reach your goals. In this episode: * The best attitude, behavior, and technique on how to succeed at burning bridges * This kind of burning your bridges is NOT about relationships * Burn bridges that are holding you back * Don’t put all your eggs in one basket * Embrace risk * Don’t take “Hopeium” * Are you an “at leaster”? * Have no guts, no gains moments each day * Set goals * Journal * Use reminders * Don’t look at what you’re achieving, but what you’re becoming
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Robin Rosenberg on How to Succeed at Living in Their World. The urgent need for corporations to address bias and subtle, often unintentional, discrimination has become apparent. Live in Their World is committed to addressing incivility and demographic-based bias, such as that related to race/ethnicity and gender, to help create workplaces that are more respectful for all. Find Robin and her VR training organization at: https://www.liveintheirworld.com/ In this episode: * The best attitude, behavior, and technique on how to succeed at living in their world * Look at the situation through your client’s eyes * Show respect for what the client gives or has given you * Favorite questions to get to understand someone’s world * Use roleplays, but remember to receive in the other person’s feet * How Robin describes success
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Mike Crandall, Sandler trainer from Oklahoma, on How to Succeed at Understanding Motivation. Mike is the author of Motivational Management the Sandler Way. Get the book on Amazon or the Sandler Shop: https://shop.sandler.com/books/motivational-management-sandler-way In this episode: * The best attitude, behavior, and technique on how to succeed at understanding motivation * Practice an attitude of understanding * Your motivation may be totally different than someone else’s motivation * Truly seek to understand the other person’s motivation * A lot of people’s motivations have changed due to Covid * How to navigate working in the office again * There’s never been a better time to try something new
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews John Rosso, award-winning Sandler trainer and author of the best-seller, Prospect The Sandler Way and the new book with Mark McGraw called 21st-Century Prospecting. Get the book on Amazon at: https://www.amazon.com/21st-Century-Prospecting-Authoritative-Development/dp/1737010267/ In this episode: * The best attitude, behavior, and technique on how to succeed at 21st-century prospecting * How to find the sweet spot between pushing too hard and never asking for the sale * Technology is your accelerator, not your differentiator * Brevity is your friend in digital communications * End your call to action with a question mark * Is “liking” someone’s content a prospecting strategy? * Use third party stories * Ask clarifying questions * Don’t take too long to set up a call or an appointment * Take 8 seconds to sell a 3 - 5 minute conversation * Use a business edge tone of voice
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Sharina Perry, CEO and Inventor of Utopia Plastix, on How to Succeed at Supply Chain Management. Find Sharina and her game-changing sustainable plastics at https://utopiaplastix.com/. In this episode: * The best attitude, behavior, and technique on how to succeed at supply chain management * Are you proactive or reactive? * You can address global issues with a local initiative * Start with where you get your product, could it be local? * Identify the problem and where you want to be * Sharina’s definition of success
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Cal Thomas on How to Succeed at Hiring in a Tight Labor Market. In this episode: * The best attitude, behavior, and technique on how to succeed at hiring in a tight labor market * Have a plan and actively execute it * Thoughts become things * 10% of your time should be in recruiting mode * Hire slowly, fire quickly * You need a pipeline * Use the S.E.A.R.C.H. model * Create a diverse team * Use behavioral interviews * Ask your employees to help you recruit new employees
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Rebecca Heiss on How to Succeed at Fearing Less. The scariest thing is living a life full of fear. That’s not living. That’s relying on fear-based instinct to make choices for us. Rebecca has dedicated her life to pushing back on those instincts and leaning into the discomfort.
Rebecca Heiss is a speaker and author of Instinct. Find her at https://rebeccaheiss.com/. In this episode: * The best attitude, behavior and technique on how to succeed at fearing less * Biology and psychology conspire to make us more fearful * People actually cheer us on when we push past our fear * Fear feels real at the moment - we have to determine if it is real * Change your feeling of fear to a feeling of excitement * The placebo effect is real * Slow your breath * Distract yourself * Start with a small step * Seven instincts hold us back * Rebecca’s definition of success
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Dan Tyre, Inbound Fellow at Hubspot, on How to Succeed at Selling in a Hybrid World. Mike and Dan collaborated on a new free course in Hubspot Academy called Selling in a Hybrid World. You can take the course by enrolling at https://www.sandler.com/hybridselling. Dan Tyre is author of Inbound Organization and was employee #6 and the first salesperson at Hubspot. Outside of HubSpot, Dan leverages his 42 years of multidisciplinary business experience in sales, marketing, and service to help scale fast-growing companies and coach those that want to harness the power of Inbound Marketing to improve their bottom line. In this episode: * The best attitude, behavior, and technique on how to succeed at selling in a hybrid world * Determine what will be done digitally and what won’t * Be a helper * Contact prospects multiple times in multiple ways * Listen, don’t talk * Stand up more and sit less * Prep and debrief the call * Don’t stack Zoom calls without prep and debrief time in between
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Kris Kelso on How to Succeed at Overcoming the Imposter. Get ready to learn how to silence your inner critic and lead and sell with confidence.
Find Kris at https://www.kriskelso.com/
Find the book at https://www.overcomingtheimpostor.com/
In this episode: * The best attitude, behavior and technique on how to succeed at overcoming the imposter * The imposter syndrome defined * We all figure it out as we go * Use the feelings of insecurity and fear as a sign you are working on something big * How to take away the fear of being exposed * How to reframe negative feelings to positive ones * The definition of success for Kris
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Paul van den Hoven on How to Succeed at Being Assertive. In this episode: * The best attitude, behavior, and technique on how to succeed at being assertive * There’s a balance between being too assertive and too “nice” * Transactional analysis allows us to read where our client is * I want it, but I don’t need it * Record and practice, practice, practice * Have a vision and goals for the short term as well as the long term * Use softening statements * Be firm enough to let your client’s experience their pain * It starts with yourself
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Jennifer Crow on How to Succeed at Stopping Human Trafficking in Africa. Jennifer is one of our non-profit scholarship award winners from Oklahoma, and she works to stop human trafficking worldwide with special emphasis in Africa. Learn more about her and her mission at https://beautifuldream.tv/ In this episode: * The best attitude, behavior, and technique on how to succeed at stopping human trafficking in Africa * The story of human trafficking in Africa, Oklahoma, and around the world * How Jennifer’s team uses Sandler techniques to stop human trafficking * How traffickers manipulate their victims * How the I/R theory can help * What you can do to help * Make it about them
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Sophia Stone on How to Succeed at Experiential Learning. Sophia is the Learning Experience Designer at Sandler reimagining our sales training programs for the modern learner. Learn how to get the most out of your training and the most out of your team from our internal expert!
In this episode: * The best attitude, behavior, and technique on how to succeed at experiential learning * Experiential learning defined * The science says we learn better interactively and when it’s fun * Knowledge transfer and crystalized intelligence doesn’t guarantee the use of that knowledge on the job * Fluid intelligence allows you to take your knowledge and use it in new ways * How to create an experiential learning situation * Use peer learning * The optimum length of time for training sessions * There are multiple types of experiential learning * How different generations like to learn * Move towards personalization * Help your learners take ownership
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Dr. Alison Escalante is a Pediatrician, TEDx Speaker, and writer on a mission! Effective action under pressure is the theme of all her work. We live in a culture of criticism and anxiety the drains our joy and tells us all the things we should be doing. It’s a ShouldStorm! But, she have developed a clear 3-step method to help us as parents and as leaders. Parents can raise kids skillfully AND enjoy doing it!
Find her at: https://theprimarycarer.com/
Mike Montague interviews Alison Escalante on How to Succeed Under Pressure. In this episode: * The best attitude, behavior, and technique on how to succeed under pressure. * Too much pressure leads to deteriorating performance * The pandemic has added to our pressure * Don’t get caught in a “Shouldstorm” * Sigh, see, and start * The goal is to never start without sighing and seeing first * Do it or don’t do it, but don’t waste time and energy worrying about not doing it * Alison’s definition of success
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Emily Yepes on How to Succeed Through Supply Chain Challenges. How do you keep selling when the warehouse is empty or there is not enough staff to deliver? How do you deliver bad news to prospects and clients when you have shipping delays or price increases? In this episode: * The best attitude, behavior, and technique on how to succeed through supply chain challenges * Don’t jump right in to solve the problem * People want to be heard and understood and you can do that for them * Truly utilize active listening techniques - with every client in every situation * Validate your client’s emotion in the situation * Understand your own emotional triggers * Prepare some responses that feel comfortable for you so you’re ready * Solve the problem - even at a loss - to keep a lifelong customer * Problems give you an opportunity to show how much you care * How Emily defines success
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Michael Gordon on How to Succeed at Improving Your Money Concept. Mike and Mike talk about how your beliefs around money affect your sales and career success and what helpful, positive beliefs around money sound like. In this episode: * The best attitude, behavior, and technique on how to succeed at improving your money concept * What is your money concept? * You’re making what you think you’re worth * Changing your beliefs about money could double your income * Can you articulate your attitudes and beliefs about money? * Positive money concepts * When you believe you’re worth more, you’ll start making more * Buyer empathy can hurt you * Help your client discover the cost of the problem * Leave your child in the car * You can’t lose something you never had
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Susan Sykes on How to Succeed at Taking a Day Off. Susan is a long-time Sandler trainer and co-author with Dave Hiatt of the newest Sandler book, Yes, You Can Take A Day Off. The book is designed to help entrepreneurs and small business owners set up their business' team, process, and structure so they can have a guilt-free day off! Check out the new book on Amazon or the Sandler Shop! https://shop.sandler.com/books/you-can-take-a-day-off In this episode: * The best attitude, behavior and technique on how to succeed at having a day off * How do I take a day off when there is so much to do? * Three traps to avoid when growing your business * You get to choose how big you want to get or if you want to be a solopreneur * You can learn how to generate revenue * There is a difference between sales and marketing * Know your why and set goals * Continually learn and improve yourself * Develop your leadership compass * A coach may be able to help you apply the ideas in the book * Track leading indicators
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Hamish Knox on How to Succeed at Trials and Demos. Hamish is a Sandler trainer from Calgary, AB, Canada and author of Accountability the Sandler Way and Change the Sandler Way, and he was our 2020 David H Sandler Award Winner. You can check out his books on Amazon or the Sandler Shop. In this episode: * The best attitude, behavior, and technique on how to succeed at trials and demos * Don’t offer a demo if you don’t have to * Know WHY you’re doing a trial or demo * Real prospects will put skin in the game * Set up the post demo appointment before you start the demo * When to ask, “And who else?” * Have a quick call with all decision-makers before the demo begins * You may have to back off the demo and work on the terms first * Hamish’s favorite Sandler concept
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Dr. Ruth Gotian is the Chief Learning Officer and Assistant Professor of Education in Anesthesiology and former Assistant Dean of Mentoring and Executive Director of the Mentoring Academy at Weill Cornell Medicine. She has been hailed by the journal Nature and Columbia University as an expert in mentoring and leadership development and is currently a contributor to Forbes and Psychology Today where she writes about ‘optimizing success’. She also has a weekly show and podcast by the same name where she gathers high achievers to talk about their journey to success. In 2021, she was one of 30 people worldwide to be named to the Thinkers50 Radar List, dubbed the Oscars of management thinking and is a semi-finalist for the Forbes 50 Over 50 list.
Do a passion audit at www.ruthgotian.com/passionaudit
Mike Montague interviews Ruth Gotian on How to Succeed at High Achievement. In this episode: * The best attitude, behavior, and technique on how to succeed at high achievement * What success is * Do something important, not just interesting * The four pillars of success * Focus on what you’re good at AND have a passion for * Develop a team of mentors * Don’t ask anyone to be your mentor * Find your North Star * Ruth’s biggest lesson * Remember PIE - Performance, Image, and Exposure * Ruth’s favorite quote
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
John Davis survived his biggest fear and went from being paralyzed to being a professional stuntman. At 22 years old John Davis' spine broke in half dashing his dreams of being a Stuntman, Fight Director, and Martial Artist. Doctors told him he may never walk again, and if he did he could never have a physical career. Using what he now calls the "Five F Formula," John Overcame the limiting beliefs of others and brought himself back. He went on to perform over four thousand live comedy sword fighting stunt shows all over the world including performing more than one hundred shows on the most remote bases in both Iraq and Afghanistan on six USO tours. He is known as the corporate action hero!
Find John Davis at: https://www.corporateactionhero.com/
Get his book at: https://www.corporateactionhero.com/gift.html
Mike Montague interviews John Davis on How to Succeed at Hacking the Fear Response. What can you learn from a comedy sword-fighting stuntman? Just listen...
In this episode: * The best attitude, behavior, and technique on how to succeed at hacking the fear response * The fear response and how it relates to sales * Identify what your fear is * Alleviate the fear in the sales cycle * How to overcome your fear * How to overcome your customer’s fear * Meet them where they are * Focus on the purpose of what you’re selling, not the money * Get them to take action * It’s not your sale, it’s theirs * Your free gift * John’s life-changing moment * You only have the current moment * John’s favorite quote
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Janice Lintz on How to Succeed at Changing the World. Janice Schacter Lintz is a passionate, accomplished hearing loss consultant and advocate. She is well known and respected for her ability to assess situations, identify areas for improvement, recommend solutions, and implement programs that help organizations improve customer service and grow profits. Her ability to break down issues and do what is needed to affect change has earned her unprecedented access to business leaders, government officials, political leaders, and respected academians around the world. Find Janice at: https://janicelintz.com/ Learn more about hearing access at: https://www.hearingaccess.com/ In this episode: * The best attitude, behavior and technique on how to succeed at changing the world * How Janice is changing the world * Find the right lever - pain points * Follow up * In the subject line of your email put the number request * Dress and act professionally * Don’t rant * Give a turnkey solution and make it easy for them to say yes * Keep a communication log * Use photos to prove your points * Janice’s definition of success * Never waste a crisis
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
To celebrate episode #500 and over 2 million total downloads, we flip the tables to get Mike Montague's top lessons learned from hosting the show! Mike Crandall, Sandler trainer from Oklahoma, interviews Mike about How to Succeed at Being a Lifelong Learner.
Mike Montague is Global Head of Content and a Certified Trainer at Sandler Training Worldwide, where he hosts the How to Succeed podcast and other live events. His humorous, real-world approach to difficult questions and his authentic stage presence empower professionals to and improve their life and business. Mike has performed for over 2,000 audiences as a public speaker, radio personality, game show host, and DJ, where he opened for Billy Idol and Frankie Valli. He is also the author of LinkedIn the Sandler Way and an international expert on social selling.
Follow Mike Montague on LinkedIn at: https://www.linkedin.com/in/mikedmontague/ In this episode: * The best attitude, behavior, and technique on how to succeed at being a lifelong learner * What Mike has learned from hosting 500 episodes of this podcast * What it means to be a lifelong learner * What surprised Mike about the 500 people he interviewed * The difference is what you’re willing to do and for how long * What advice Mike would have given himself 5 years ago * You don’t need motivation – you just need to do it * If you wrote a book, what would be the title? * What to expect from the How to Succeed Podcast going forward * How to use this podcast to be a better lifelong learner
Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews John Rulin, author of Giftology: The art and science of using gifts to cut through the noise, increase referrals, and strengthen retention, on How to Succeed at Giftology.
Radical generosity is the against-the-grain secret weapon of real influencers, and it will allow you to boost referrals, retention rates, and ROI like few other strategies. But be warned, gifts with strings attached backfire.
John Ruhlin has gifted on behalf of everyone from Forbes Magazine to the Fortune 500 and his tactics lead to appreciative responses and wide-open checkbooks.
- Mastering reciprocity, the hidden bottom-line booster
- Laser-targeting whom to give a gift and when to use thrift
- Uncovering your client’s inner circle and becoming part of it
Find John Ruhlin at: https://johnruhlin.com/
Find Giftology at: https://giftologygroup.com/
In this episode: * The best attitude, behavior, and technique on how to succeed at giftology * Giftology is about relationships * Make the gift about them * Don’t send the gift after the deal is closed * Give gifts because you want to, not because you have to * Focus on the who, not the what * It’s the thoughtful thought that counts * Finding the right gift takes focus and listening * Go deep into the details * Give useful artifacts * Look at your ROR, not your ROI * How John defines success
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Mark Herschberg, author of Career Toolkit: Essential Skills for Success That No One Taught You, on How to Succeed at Creating a Toolkit. From tracking criminals and terrorists on the dark web to creating marketplaces and new authentication systems, Mark has spent his career launching and developing new ventures at startups and Fortune 500s and in academia.
Find Mark and the book at: https://www.thecareertoolkitbook.com/
In this episode:
- The best attitude, behavior, and technique on how to succeed at creating a toolkit
- What a toolkit is
- You only have to be, “ok”
- Keep getting incrementally better
- Learn to negotiate
- Create peer learning groups
- Don’t try to sell me and tell me it’s networking
- True networking is relationship building
- How Mark defines success
- Mark’s favorite quotes
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Jeff Peek, an immigration attorney, on How to Succeed at Keeping Your Clients. Jeff is highly experienced with criminal trials, having defended numerous clients against serious charges. He has also represented clients in deportation hearings, in consulates and in immigration offices, fighting and advocating for the rights of immigrants before judges, prosecutors, and local law enforcement. Jeff has advanced the due process rights of immigrants and is a passionate advocate and voice for those who have been marginalized and those who have lacked proper representation.
Find Jeff Peek at: https://www.peekandtoland.com/
He shares incredible advice for having difficult conversations with your clients, getting referrals, and keeping your clients for the long-term.
In this episode: * The best attitude, behavior and technique on how to succeed at keeping your clients * Doing your business well is not always enough to keep your clients * Sometimes you have to move ahead before you see the path * Don’t duck phone calls * How to have difficult conversations * Lean in when things go sideways * Four ways to keep clients when things don’t go perfectly * Have a touch system in place for your clients * Find a way to look at repetitive tasks with new eyes * Jeff’s favorite Sandler rule
Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Brandi Heather on How to Succeed at Moving From Diversity to Inclusion. Brandi brings a creative and innovative combination of training and subject matter expertise to her leadership role as Chief Knowledge Officer of AMPED2PLAY Inc. Brandi’s exceptional knowledge of inclusion strategies, implementation solutions, and user-directed tools reflects her Adapted Physical Activity and Play Development Specialist experience, now reflected in the vision and mission of AMPED2PLAY. She is also a Canadian best-selling author of ‘Return To Play: Rebuilding Resilience, Risk and Reconnection’, and Podcast Host of “Play For A Change.” Find Brandi and Amped Training at: https://amped2play.com/ In this episode: * The best attitude, behavior, and technique on how to succeed at moving from diversity to inclusion * Diversity does not necessarily lead to inclusion * When you open a door for one, you open it for everyone * How to deal with feeling uncomfortable talking about diversity * Practice “curious kindness” * Put the person first * Open the box * Inclusions starts with I * The way to get her free book
Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
Mike Montague interviews Shawn Nason on How to Succeed at Radical Relationships. Shawn Nason, founder & CEO of the Nason Group ecosystem (MOFI, Disruptor League, TruthTellers, and The Pink Couch), lives his life with a commitment to make everyone he meets a part of his family. Armed with the gift of discernment, he has the uncanny ability to walk alongside people as they struggle to connect with their deepest passions and engage their most debilitating demons. He challenges the world around him to be fully present, get real, and knock down the barrier that separates the various compartments in their lives. Find Kiss Your Dragons at: https://www.amazon.com/Kiss-Your-Dragons-Relationships-Heartsets-ebook/dp/B08QPLN3GQ Find Shawn at: https://shawnnason.com/ In this episode: * The best attitude, behavior, and technique on how to succeed at radical relationships * What are radical relationships * What does it mean to kiss your dragons * Five mindsets * Your “heart sets” * Use HITL * How Shawn defines success * Shawn’s favorite quote
Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a comment!
It’s tough enough to keep pace with all the changes taking place in the world of business… throw in a global pandemic to amp up the confusion and test the mettle of salespeople everywhere… and we’ve got companies often struggling to know which end is up. Frank Cespedes of Harvard Business School advises in his new book, Sales Management that Works, that sales leaders need to focus on Financial Literacy in order to understand the flood of business data rushing around us, and be able to separate the noise from the real, helpful information they need to plan, hire and succeed.
Bob Perkins, founder & chairman of the American Association of Inside Sales Professionals, just knew that people who worked inside or remote sales needed the support of an organization which could instruct and reinforce the skills needed to be successful in what was then seen as ‘the little sibling’ to field sales.
Enter a worldwide pandemic that prohibits face-to-face contact - that means selling - and suddenly everyone is looking to the techniques, experience and technology of the little sibling called ‘inside sales’ to help keep businesses alive, and eventually thrive. The growth and importance of the AA-ISP, with your host Matt Benelli.
Anneke Seley, the 12th employee at a little startup called Oracle, has had a career full of challenges and spectacular successes... interfacing with Larry Ellison, Mark Benioff and later consulting with Steve Jobs. Her classic books, Sales 2.0 & Next Era Selling preach looking at the future of sales with an eye on using technology to make business easier and more productive... and her present company, Reality Works Group, is currently helping companies retrain and focus on the fluid nature of today’s sales atmosphere, and succeeding despite distance.
Retired Navy Seal Marty Strong, CEO/CSO at LGS Management Group in Virginia, talks with Matt Benelli about his brand-new book, Be Nimble - How the Creative Navy Seal Mindset Wins on the Battlefield and in Business. How will a Seal answer during the Rapid Fire Round, and the Extra Degree question? Come in and find out!
ACTivation Nation host Matt Benelli welcomes Markku Kauppinen, the President and CEO of Extended DISC, North America, and they agree that Socrates and his gang was on to something when "Know Thyself" became a thing back in Ancient Greece... a mindset that, along with DISC, can help us all succeed in our roles, and find some peace of mind!
Matt & Markku talk about how important it is to identify your goals, the characteristics of the people you need to surround yourself with in order to achieve, and use the best assessments to make sure you find those people. It's simple, It's deep... and we get Dolly Parton in there, too. Enjoy!
Gong CEO Amit Bendov talks with host Matt Benelli about the 'why' behind the company's creation, the advantages of using business conversation data accumulated without filters, and how this 'revenue intelligence' focuses the entire revenue generation team on only the behaviors that enable success.
2020 has shown us to accent one word in Dano Ybarra's book "Guiding Your Raft - 17 Lessons in Leadership to Safely Guide Your Business through Calm and Tumultuous Waters". Dano tells host Matt Benelli how a Mom's encouragement powered the confidence to become an accomplished and well-known business leader with Adobe and consultant to Steve Jobs.
Sales readiness as a business support category is driving companies to new heights, faster... MindTickle's learning platform and gamification is at the vanguard of that, and Chief Strategy and Marketing Officer Gop Rao talks with host Matt Benelli about the internal mechanisms of success, the re-definition of 'sales team', and the future of sales enablement.
CEO Peter Chase talks about how great mentors helped him create Scribe Software, which helped over 10 thousand companies, eventually enabling a big sale to Tibco. Peter also describes his new venture - AccelARRate - which develops customer-validated strategies that crystallize revenue growth goals and ensure repeatable success.